Selling to Businesses
Selling to Remodeling and Repair Contractors Commercial Businesses
No doubt about it, remodeling and repair contractors commercial businesses are high value sales targets for B2B operations that are prepared for a competitive marketplace. For business sellers prepared to compete, remodeling and repair contractors commercial businesses offer a reliable source of income .
Ambition and confidence are admirable characteristics for sales professionals. But selling to remodeling and repair contractors commercial businesses requires more than a desire to succeed.
The process of moving remodeling and repair contractors commercial businesses from prospects to satisfied customers isn't a given. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Industry Developments
Inevitably, remodeling and repair contractors commercial businesses are constantly adapting to the marketplace. Companies that sell to remodeling and repair contractors commercial businesses need to evolve with their customers to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a significant disadvantage, especially in this industry.
Subscriptions to trade journals and networking are useful tools for business owners and sales teams who recognize their need to stay current on industry developments.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. However, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that remodeling and repair contractors commercial business owners value teamwork and may react negatively to sales reps who seem overly disconnected from their sales unit.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and closing rates. However, it's important to make sure your sales force isn't so focused on adding names to their contact list 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, the type of people you meet is just as important as the number of people you meet when prospecting for remodeling and repair contractors commercial businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
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