Smart Sales Strategies for Niche Markets
Selling to Gratings Businesses
If your business is having trouble reaching sales targets, take a minute and read our advice on selling to gratings businesses. Don't forget that gratings businesses aren't easy sales marks -- here's what you'll need to convert prospects into customers.
As it turns out, gratings businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
The process of moving gratings businesses from prospects to satisfied customers isn't a given. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on meeting new people 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 gratings businesses.
Lead lists are useful 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.
Benefits of Networking
Networking expands your reach within the industry. In addition to raising your company's profile, it increases your credibility with gratings businesses.
But more importantly, a strategy that emphasizes networking dramatically boosts leads and referrals. Sometimes the leads you generate through consistent and intentional networking will be leads that you had never considered before.
Networking Tips
The gratings business industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to prioritize networking strategies and proactively model relational sales techniques.
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