Sales Advice By Market
Selling to Asphalt and Asphalt Products Businesses
As the market recovers, asphalt and asphalt products businesses are slowly emerging from the Great Recession and are starting to reinvest. Here are some of the things that are required to sell to asphalt and asphalt products businesses in today's marketplace.
Many asphalt and asphalt products businesses depend on distributors and vendors. So, many B2B companies build their business plans around sales to asphalt and asphalt products businesses.
Many asphalt and asphalt products businesses expect to receive great service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to asphalt and asphalt products businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Customer Return on Investment
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to asphalt and asphalt products businesses because in this industry, costs can really add up, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Customer Profiles
New entries to the asphalt and asphalt products business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward arming your business with the information it needs to sell to high value asphalt and asphalt products business leads.
In this industry, it is especially important to develop a customer-focused approach. In general, asphalt and asphalt products businesses are very skilled at spotting B2B companies that are out of touch with the industry and they tend to hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with asphalt and asphalt products business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can equip your sales force with targeted prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Share this article
Additional Resources for Entrepreneurs