Capitalizing on Niche Markets
Selling to Portable Buildings Businesses
These days, uncertainty is the only constant for portable buildings businesses. If you're tired of sitting on the sidelines, maybe it's time to start selling to portable buildings businesses.
Over the past several years, portable buildings businesses have become hot prospects in the B2B marketplace.
Many portable buildings businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to portable buildings businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Networking Tips
The portable buildings 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 encourage networking strategies and proactively model relational sales techniques.
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, quality is just as important as quantity when prospecting for portable buildings 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.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific portable buildings businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with portable buildings businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can improve your competitive position.
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