Sales Strategies
Selling to Videography Businesses
There's no question that videography businesses are excellent sales targets -- and that presents an opportunity to vendors who are eager to get in on the action. Properly applied, these strategies for selling to the videography business market will move you significantly closer to your sales goals.
B2B sales can be challenging. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.
Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, anxious to collect their share of the profits. Competition can be tight, so new businesses have to be careful about the way they approach videography businesses.
How to Evaluate Sales Staff
Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be acceptable for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to videography businesses.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to videography businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Direct Marketing Strategies
Direct marketing has many advantages for selling to videography businesses. The benefit of direct marketing is that it provides a cost-effective resource for reaching qualified prospects with targeted messaging. From a selling perspective, direct marketing establishes a foundation for relationships with videography 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. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of videography businesses that generate sales revenue and repeat business.
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