How to Increase Business Sales
Selling to Mini and Self Storage Businesses
The problem with selling to mini and self storage businesses is that misguided efforts can threaten your entire plan for success. For businesses that market to mini and self storage businesses, the streamlined sales strategies discussed in this article can be the key to gaining a foothold in the industry.
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
The process of converting mini and self storage businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Muddy messaging dilutes the sales cycle and frustrates prospective customers' efforts to discern the value of your products.
Ideally, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.
The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of mini and self storage businesses that can be customized to your precise specifications.
Customer Profiles
Emerging sellers in the mini and self storage business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value mini and self storage business leads.
In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. As a rule, mini and self storage businesses are very skilled at spotting B2B companies that don't have industry awareness and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
How to Evaluate Sales Staff
Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share hire quality candidates and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to mini and self storage businesses.
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