Capitalizing on Niche Markets
Selling to Pumping Contractors and Services Businesses
Without a doubt, pumping contractors and services businesses are high value sales opportunities that can help ambitious entrepreneurs to hit their growth targets%that are worth chasing after%. Don't forget that pumping contractors and services businesses aren't easy sales marks -- here's what you'll need to get purchase orders signed.
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
A strong value proposition and a great strategy are requirements for companies who sell to pumping contractors and services businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
Networking Tips
The pumping contractors and services 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 train your team in networking strategies and proactively model relational sales techniques.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Confused messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a comprehensive strategy.
The next step is to reduce your contact list 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 pumping contractors and services businesses that can be customized to your precise specifications.
Hiring Staff
Your sales force is your most important sales asset. A first-rate sales strategy is ineffective if your sales team lacks the expertise and resources to perform at the highest levels.
Most pumping contractors and services businesses appreciate the value of sales professionals who are conversant in the industry and knowledgeable about their product lines. When a customer has a problem with an order, the sales rep is usually the first person they contact so it's imperative for your team to be trained in the processes that are required to maintain the customer relationship after they have closed the sale.
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