Niche Customer Sales Tactics
Selling to Warehouse Businesses
These days, change is the only constant for warehouse businesses. The implementation of these techniques for selling to the warehouse business market will dramatically improve sales.
Over the past several years, warehouse businesses have become high value targets in the B2B sector.
Want to start a warehousing business? A single owned or leased warehouse space is enough to get your business off the ground.
The process of converting warehouse businesses from prospects to satisfied customers isn't random. It takes proactive action from owners and managers to create a strategy that connects your products to your customer base.
Sales Incentives
Ideally, you want your sales force to be self-motivated to perform at a high level. But to inspire your team even further, consider offering sales incentives to sales reps that exceed warehouse business sales targets.
Incentives don't have to break your budget -- sometimes a simple, affordable incentive that recognizes a team member's performance is more valuable than an expensive incentive that lacks recognition or prestige.
Understanding the Market
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific warehouse businesses that they want to add to their customer roster.
Since relationships can be critical in closing sales, meetings with warehouse businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.
Focused Messaging
Lead generation mechanisms are vital for firms that sell to warehouse businesses. Sales teams should be trained in sound lead generation and prospect qualification principles. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Keep in mind that warehouse businesses are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that emphasizes your product's strengths and value points.
Share this article
Additional Resources for Entrepreneurs