Selling to an Industry
Selling to Container Services Businesses
Without question, container services businesses are high value sales prospects for companies that are prepared for a competitive marketplace. For businesses that market to container services businesses, the focused selling strategies discussed in this article can be important for breaking into the industry.
In today's economy, container services businesses are looking for quality and affordability.
These days, initiative and strategy are two things that never go out of style � especially for companies that sell to container services businesses.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Muddy messaging dilutes the sales cycle and makes it difficult for prospective 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 comprehensive strategy.
The next step is to narrow the field 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 container services businesses that can be customized to your precise specifications.
Casting a Broad Net
The first step in selling to container services businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
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.
Strategy and ROI
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to container services 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.
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