Recession or downturn calls for big changes. It could be reducing waste, re-engineering processes, revamping their sales efforts, cutting expenses, selling off inventories and the list goes on and on. As a sales leads generator this could be a green season for you. Change is a sales lead generation manager's best friend. Change gives rise to new openings that probably were not available previously.
Here are some tips as to how to go about acquiring your new market.
Realign your sales messages: You should understand ‘change’ sounds exciting for you but it might be a nightmare for a company you are pitching for. Understand their requirements and realign your messages before pitching. Talk more on the lines of how your product could render help via money saving or dramatic process improvements.
Be on the lookout for obvious moves and changes. Do not neglect any company or stay away from any changes. You can never assess as to how things might change. For example a downsizing company might rely greatly on outsourcing services.
Adjust your target market: Not all markets are sensitive to the economy in the same way. The point is, not everyone is experiencing the same economy you are. Determine who is doing well and match your product or service to their needs. The goal is to micro-target vertical markets that are weathering the economic slowdown better than others.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment