How to Sell Office Furniture to New Client’s

The need for businesses to purchase office furniture, whether for the first time or to replace worn office furniture, is a market as large as the country’s economic engine. There are a number of different clients that could be approached as new clients for office furniture. Traditionally, office buildings have been the main target of office furniture manufacturers, but with the number of home-based businesses, there is a new opportunity to market to that growing niche of clients.

Selling Office Furniture to New Clients

Develop a marketing plan that takes into consideration the types and appropriateness of office furniture for various kinds of clients. Appreciate whether a company’s office furniture is an array of cubicle walls or built-in computer desks and chairs. Determine, too, whether the client is a large corporation or a smaller company in an office setting. Understand that a company that sells executive desks, bookcases and leather-bound chairs to corporations might market these products to a home-based business as a luxury office furniture line.

Consider other ways to define your target audience as a way to differentiate the company’s products in a competitive market. Define your target audience of potential new clients by segmenting your marketing efforts on a particular kind of business, such as accountants, law offices or even graphic designers.

Utilize market research studies to understand the needs of your prospect target base. Using focus groups for qualitative research can help you understand the needs of the new prospect group from a functional perspective as well as pricing sensitivities. Consider, if possible, quantitative research to help determine what the revenue potential might be from new sales generated by a new client. Use this information to sell the idea to upper management.

Create the marketing message strategies you’ll need to assist in creating awareness among your new client base. Gather information from the focus groups to provide fodder for the creative engines of your advertising or promotional agency.

Develop the promotional creative materials and media plans to reach your prospect clients. Understand, too, that personal selling will be an important part of the marketing plan. Ensure your sales staff is prepared with a 25-second elevator pitch as well as longer sales presentations where details of pricing, delivery and warranties are thoroughly discussed with a new client.

Make It a champion day!

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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