Sell to Your Target Market
Selling to Stevedoring Contractors Businesses
Today's top stevedoring contractors businesses understand the value of every dollar. The hard part is crafting a selling strategy that targets high value prospects.
As it turns out, stevedoring contractors businesses play by the same rules as any other type of business; they're in the market for high quality products at reasonable prices.
Companies that market to stevedoring contractors businesses have to be prepared to demonstrate their value proposition to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to stevedoring contractors businesses.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire quality candidates and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice 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 stevedoring contractors businesses.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to field sub-par sales reps.
Companies that sell to stevedoring contractors businesses should narrow their search to highly ambitious and focused candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team work ethic will ultimately hamper your sales efforts, no matter how good they look on paper.
Direct Marketing Strategies
Direct marketing has proven to be an effective selling strategy for stevedoring contractors businesses. The benefit of direct marketing is that it is a way to manage costs when reaching qualified prospects with targeted messaging. From a selling perspective, direct marketing establishes a platform for relationships with stevedoring contractors businesses that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since reliable leads can be hard to find, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of stevedoring contractors businesses that produce high conversion rates.
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