Selling to Businesses
Selling to Relocation Services Businesses
No doubt about it, relocation services businesses are high value sales targets for business sellers that are poised to sell well in a competitive marketplace. If your offerings appeal to this market, it's time to learn how to sell to relocation services businesses in the current business climate.
Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to relocation services businesses.
Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the relocation services business industry where careless mistakes can translate into losses in market share.
Sales & Marketing Tips
Some B2B relocation services business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways relocation services business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying relocation services business leads, you will have a hard time breaking into the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable relocation services business lead lists to B2B sellers.
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 top-end producers 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 relocation services businesses.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. Effective sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific relocation services businesses that they want to add to their customer roster.
Since relationships can be critical in closing sales, meetings with relocation services businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can give your business a competitive edge.
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