Sell to Your Target Market
Selling to Souvenirs Wholesale and Manufacturers Businesses
As the market recovers, souvenirs wholesale and manufacturers businesses are gradually bouncing back from the Great Recession and are starting to reinvest. The challenging part is designing a sales plan that targets the industry's major players.
Not surprisingly, souvenirs wholesale and manufacturers businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
Don't be intimidated by the speed of the marketplace. Although speed is important, solid business principles and common sense will make the biggest difference in the success or failure of your selling efforts.
Direct Marketing Strategies
Direct marketing is an effective way to sell to souvenirs wholesale and manufacturers businesses. The benefit of direct marketing is that it provides a cost-effective resource for reaching qualified prospects with targeted messaging. From a sales cycle perspective, direct marketing establishes a platform for relationships with souvenirs wholesale and manufacturers businesses that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of souvenirs wholesale and manufacturers businesses that produce high conversion rates.
Networking Tips
The souvenirs wholesale and manufacturers business industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to encourage networking strategies and proactively model relational sales techniques.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes ignore cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of souvenirs wholesale and manufacturers business customers, the additional labor overhead may make hiring cost prohibitive -- or at least unattractive compared to other less costly strategies.
Share this article
Additional Resources for Entrepreneurs