Sales Techniques By Market
Selling to Full Service Moving and Storage Businesses
As the clouds dissipate, full service moving and storage businesses are gradually bouncing back from the market slowdown and are positioned for investment. If your offerings appeal to this market, it's time to learn how to sell to full service moving and storage businesses in the new economy.
Over the past several years, full service moving and storage businesses have experienced slow, but steady growth.
With perseverance and strategy in your corner, it's possible to break into the industry and capture your share of the marketplace.
Know the Competition
Companies who sell to full service moving and storage businesses face no small amount of competitive pressure.
Like it or not, there are many other businesses that sell similar product lines. Subsequently, full service moving and storage businesses are bombarded with promotional messaging and tend to be very knowledgeable about their buying options.
By researching the competition, you gain the ability to differentiate your products and incorporate your unique product characteristics into your sales strategy. Although there are many ways to research your competitors, conversations with full service moving and storage businesses themselves may be the best source of information.
Gain a Competitive Edge
In business, the payoff for drive and ambition is conversions.
Professional B2B sellers understand the need for flexibility when dealing with full service moving and storage businesses and regularly adapt their sales strategy to the marketplace. By adopting an ambitious posture toward strategy development and execution, these companies give themselves an edge over the competition.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and conversion ratios. However, it's important to make sure your sales force isn't so focused on adding names to their contact list that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for full service moving and storage businesses.
Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Share this article
Additional Resources for Entrepreneurs