Sales Techniques By Market
Selling to Floor Installation, Refinishing, and Resurfacing Commercial and Industrial Businesses
Businesses that market to floor installation, refinishing, and resurfacing commercial and industrial businesses face internal and external barriers to success. Here is the information that will help you get started selling to this market.
There are no magic formulas for selling to floor installation, refinishing, and resurfacing commercial and industrial businesses. The basis for success is the same as it is in many other industries.
The details of your sales strategy will vary according to your situation and your company's unique sales objectives. But in general, there are several things you will need to consider when devising a system for selling to floor installation, refinishing, and resurfacing commercial and industrial businesses.
Collaborative Strategies
Collaboration is a hallmark of companies that succeed in selling to floor installation, refinishing, and resurfacing commercial and industrial businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the spark that is needed to take your company to the next level.
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 floor installation, refinishing, and resurfacing commercial and industrial businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with floor installation, refinishing, and resurfacing commercial and industrial businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.
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 floor installation, refinishing, and resurfacing commercial and industrial 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 channel their energy toward 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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