Sell to Your Target Market
Selling to Shipyards
The landscape of shipyards represents a big opportunity for fueling your company's growth. If you're tired of sitting on the sidelines, maybe it's time to start selling to shipyards.
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
Many shipyards expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to shipyards, the consistent application of sound business principles is just as important as your relationships with your customers.
Sales & Marketing Tips
Some B2B shipyard suppliers outsource marketing while others prefer to handle it in-house. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways shipyard 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 shipyard leads, it will be difficult to capture a meaningful share of 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 shipyard lead lists to B2B sellers.
Sales Team Considerations
Many businesses that sell to shipyards utilize a team sales approach.
Although your team may be comprised of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to incorporate teamwork into their leadership styles.
Industry Developments
Inevitably, shipyards are constantly adapting to the marketplace. Companies that sell to shipyards must also adapt 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 essential for staying on top of industry news and developments.
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