Sales Strategies
Selling to Volunteer Services Businesses
As the market recovers, volunteer services businesses are gradually bouncing back from the Great Recession and are starting to reinvest. Here are some of the things that are required to sell to volunteer services businesses in today's marketplace.
In recent years, volunteer services businesses have become high value targets in the B2B sector.
Young businesses need to develop a comprehensive sales plan that is built on industry fundamentals.
Direct Marketing Strategies
Direct marketing is an effective way to sell to volunteer services businesses. The benefit of direct marketing is that it is a way to manage costs when reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a foundation for relationships with volunteer services businesses that can benefit from your products or services.
The challenge with direct marketing is lead generation. Since reliable leads can be hard to find, 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 volunteer services businesses that produce high conversion rates.
Developing a Marketing Plan
A robust marketing strategy is the basis of a winning sales strategy. Your team might be stocked with top-tier sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that volunteer services businesses are busy operations with little patience for long sales cycles.
A strong 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 delivers results.
Role of Owners & Managers
Owners and managers are active players in selling to volunteer services businesses. 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 can build relationships with the people you count on to close sales.
Share this article
Additional Resources for Entrepreneurs