Selling More
Selling to Uniform Retail Businesses
No doubt about it, uniform retail businesses are important sales targets for B2B operations that are poised to sell well in a an uphill selling battle. The tricky part is designing a sales plan that captures the attention of high value prospects.
Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to uniform retail businesses.
In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. The good news is that uniform retail businesses are plentiful, but the challenge is to acquire and retain new accounts.
Niche Selling
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the uniform retail business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless you have done your homework and can support your expectations with solid research.
Direct Marketing Strategies
Direct marketing has proven to be an effective selling strategy for uniform retail businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a platform for relationships with uniform retail businesses that can benefit from your products or services.
The sticking point of 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 uniform retail businesses that produce high conversion rates.
Sales Team Considerations
Many businesses that sell to uniform retail businesses leverage a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
Share this article
Additional Resources for Entrepreneurs