Selling to Businesses
Selling to Refrigerated Trucking Businesses
The word is out that many refrigerated trucking businesses are expanding, and small businesses are laying out a strategy to sell to this growing market. For businesses that target refrigerated trucking businesses, the upside is that a strong selling approach can lead to rapid customer acquisitions in this market.
In the current B2B sales environment, even small mistakes affect your company's bottom line and impede your selling success.
In today's fast-paced B2B economy, initiative and strategy are two things that never go out of style � especially for companies that sell to refrigerated trucking businesses.
Direct Marketing Strategies
Direct marketing is an effective way to sell to refrigerated trucking businesses. The benefit of direct marketing is that it is a way to manage costs when reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a foundation for relationships with refrigerated trucking businesses that can benefit from your products or services.
The sticking point of direct marketing is lead generation. Since reliable leads can be hard to find, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of refrigerated trucking businesses that produce high conversion rates.
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 revenue stream will be weak.
Keep in mind that refrigerated trucking businesses are fast-paced operations with little patience for unfocused sales discussions.
A well thought-out 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.
Sales Incentives
In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed refrigerated trucking business sales targets.
Incentives don't have to break your budget -- sometimes merely acknowledging a team member's exceptional effort is more valuable than an expensive incentive that lacks recognition or prestige.
Share this article
Additional Resources for Entrepreneurs