Sales Advice By Market
Selling to Artificial Stone and Brick Businesses
The vast majority of artificial stone and brick businesses have strict budgets and little time to spare. Here's what you'll need to sell to artificial stone and brick businesses in this business climate.
In today's economy, even small mistakes affect your company's bottom line and impede your selling success.
Don't let the fast pace of the marketplace trip you up. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
Niche Selling
New businesses that target the entire marketplace face a long, uphill battle. A better approach is to tailor your business model to an underserved niche.
In the artificial stone and brick business industry, niches can be based on location, business size or sub-specialties within the industry. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless the research confirms your expectations.
Customer Return on Investment
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to artificial stone and brick businesses because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Message First, Targets Second
Messaging is a critical weapon in your company's battle to capture market share. Muddy messaging dilutes the sales cycle and makes it challenging for your customers to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a single, unified strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian are adept at providing targeted lists of artificial stone and brick businesses that can be customized to your precise specifications.
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