Capitalizing on Niche Markets
Selling to Parking Facilities Businesses
No doubt about it, parking facilities businesses are high value sales prospects for B2B operations that are prepared for a competitive marketplace. To achieve success in the parking facilities business industry, you'll need to pay attention to the basics.
Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting � but ultimately achievable business goal.
Companies that market to parking facilities businesses have to be prepared to communicate their product strengths to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to parking facilities businesses.
Focused Messaging
Effective lead generation processes are vital for firms that sell to parking facilities businesses. Sales teams should be trained in sound lead generation and prospect qualification principles. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the time requirements for gathering prospect contact information.
But lead generation is only part of the story. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Don't forget that parking facilities businesses are educated buyers who know a hollow sales pitch when they hear it. To get their attention, you'll need to create highly focused sales messages that leverages your product's differentiated features.
Casting a Broad Net
The first step in selling to parking facilities businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to expand your territory to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Sales Incentives
Whenever possible, you want your sales force to be self-motivated to perform at a high level. But to sweeten the deal, consider offering sales incentives to sales reps that exceed parking facilities business sales targets.
Incentives don't have to be pricey -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Share this article
Additional Resources for Entrepreneurs