Sell to Your Target Market
Selling to Space Planning Businesses
The problem with selling to space planning businesses is that the wrong sales strategies can threaten your entire business model. Don't forget that space planning businesses aren't easy sales marks -- here's what you'll need to convert prospects into customers.
There are no universal approaches for selling to space planning businesses. The foundation for success is the same as it is in many other industries.
The process of converting space planning businesses from prospects to satisfied customers isn't a given. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Effective Marketing Strategies
Successful sales strategies begin with marketing, and the marketing strategies for space planning businesses cover a lot of ground.
Yet in this industry, marketing effectiveness is rooted in the ability to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.
With so much riding on the outcome, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you aren't happy with your current lead list provider, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted space planning business leads.
Developing a Marketing Plan
A robust marketing strategy is the basis of a winning sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that space planning businesses are fast-paced operations with little patience for long sales cycles.
A well thought-out marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that converts prospects to customers.
Internet Strategies
With space planning businesses going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the centerpiece of all of your other online sales and marketing activities. However, you should also consider incorporating email advertising, SEO, social networking and other techniques into your sales and marketing mix.
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