Winning With Niche Market Sales
Selling to Tax Law Firms
Many tax law firms present possibilities for emerging companies to tap into new revenue streams. For entrepreneurs that market to tax law firms, the good news is that the right sales strategy can lead to rapid customer acquisitions in this market.
A good sales strategy is money in the bank. So for businesses that sell to tax law firms, strategic sales planning is a prerequisite for success.
These days, initiative and strategy are two things that never go out of style � especially for companies that sell to tax law firms.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases the amount of influence you have with tax law firms.
But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through consistent and intentional networking will be leads that you had never considered before.
Role of Owners & Managers
Owners and managers should expect to be active participants in selling to tax law firms. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with tax law firm owners, these companies flood the industry with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should focus their marketing budgets on initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can equip your sales force with targeted prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
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