Sales Advice By Market
Selling to Automobile Oil Change Businesses
The problem with selling to auto oil and lube businesses is that misguided efforts can threaten your entire business model. Here are some of the things that are required to sell to auto oil and lube businesses in the current market.
In the current business climate, auto oil and lube businesses are looking for quality and affordability.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Putting It All Together
Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to auto oil and lube businesses. It's often a combination of techniques that converts prospects to customers.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that integrates sales techniques with a more comprehensive sales and marketing strategy.
Casting a Broad Net
The first step in selling to auto oil and lube businesses is to take a broad approach to the marketplace. Strategies that focus exclusively on the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Marketing, Promotions & PR
Emerging B2B businesses are often tempted to buy their way into the market. Rather than taking the time to develop relationships with auto oil and lube 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 focus their marketing budgets on initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your 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.
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