Sell to Your Target Market
Selling to Solvents Businesses
Today's top solvents businesses work with vendors who can help them be more successful. Product quality, cost and customer service are all important considerations – so businesses that sell to solvents businesses need to demand excellence from their team.
In the modern marketplace, even small mistakes affect your company's bottom line and impede your selling success.
Your approach will vary according to your situation and your company's unique business model. But in general, there are several things you will need to consider when crafting a strategy to sell to solvents businesses.
Networking Tips
The solvents 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 encourage networking strategies and proactively model relational sales techniques.
Aggressive Recruiting
Successful conversion rates begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to solvents businesses should be looking for energetic sales professionals with a self-directed work background. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with solvents business owners, these companies flood the industry with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
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