Business Development Strategies for Niche Markets
Selling to Local Trucking Businesses
In the current business climate, unpredictability is the only constant for local trucking businesses. We'll tell you what it takes to conquer selling hurdles in the local trucking business market and dominate the competition.
In recent years, local trucking businesses have become high value targets in the B2B sector.
A strong value proposition and a great strategy are requirements for companies who sell to local trucking businesses. Despite the presence of market barriers, new companies can gain traction by applying a handful of tried and true sales principles.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can enhances the value of prospecting and closing rates. 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 local trucking businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that local trucking business owners value teamwork and may react negatively to sales reps who seem overly disconnected from their sales unit.
Developing a Marketing Plan
A robust marketing strategy is the basis of a successful sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your products will never see the light of day.
Keep in mind that local trucking businesses are fast-paced operations with little patience for unfocused sales discussions.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are well received by your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that converts prospects to customers.
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