Selling More
Selling to Ultraviolet Equipment and Products Businesses
The area of ultraviolet equipment and products businesses represents a big opportunity for for sales reps who are adept at B2B selling. Product offerings, cost and customer service are all important considerations – so businesses that sell to ultraviolet equipment and products businesses need to demand excellence from their team.
Not surprisingly, ultraviolet equipment and products businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately ultraviolet equipment and products businesses are plentiful, but the challenge is to acquire and retain new accounts.
Casting a Broad Net
The first step in selling to ultraviolet equipment and products businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Marketing, Promotions & PR
Emerging B2B businesses are often tempted to buy their way into the market. Rather than taking the time to develop relationships with ultraviolet equipment and products business owners, these companies blanket the market 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 equip your sales force with targeted prospects, 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.
Networking Tips
The ultraviolet equipment and products 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 train your team in networking strategies and proactively model relational sales techniques.
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