Sales Tips
Selling to Heating and Ventilating Contractors Businesses
Most heating and ventilating contractors businesses have lean financials and demanding schedules. Don't forget that heating and ventilating contractors businesses aren't easy sales marks -- here's what you'll need to compete in today's market.
Getting your foot in the door with heating and ventilating contractors businesses can require complex sales and marketing strategies.
Your approach will vary according to your circumstances 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 heating and ventilating contractors businesses.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy is worthy of cost analysis. Business owners sometimes ignore cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of heating and ventilating contractors business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can enhances the value of prospecting and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation 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 heating and ventilating contractors 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.
Sales Team Considerations
The majority of businesses that sell to heating and ventilating contractors businesses leverage a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
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