Sales Techniques By Market
Selling to Farm Equipment Service and Repair Businesses
In spite of high levels of competition, there is a big growth opportunity for new businesses to enter the B2B farm equipment service and repair business market. To dominate in the farm equipment service and repair business industry, you'll need to pay attention to the basics.
Penetrating the world of farm equipment service and repair businesses can require complex sales and marketing strategies.
The process of moving farm equipment service and repair businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific farm equipment service and repair businesses that they want to add to their customer roster.
Since relationships can be critical in closing sales, meetings with farm equipment service and repair businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can improve your competitive position.
Direct Marketing Strategies
Direct marketing has proven to be an effective selling strategy for farm equipment service and repair businesses. The benefit of direct marketing is that it is a way to manage costs when reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a platform for relationships with farm equipment service and repair businesses that can benefit from your products or services.
The sticking point of direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of farm equipment service and repair businesses that produce high conversion rates.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be acceptable for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for boosting sales and employee morale. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to farm equipment service and repair businesses.
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