Niche Customer Sales Tactics
Selling to Water Mains and Waterworks Businesses
No doubt about it, water mains and waterworks businesses are high value sales targets for companies that are equipped to tackle a competitive marketplace. The challenging part is crafting a selling strategy that targets high value prospects.
There are no one-size-fits-all strategies for selling to water mains and waterworks businesses. The basis for success is the same as it is in many other industries.
Don't let the fast pace of the marketplace trip you up. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
How to Generate Solid Leads
There aren't any uniform rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to water mains and waterworks businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the man hours it takes to create your own lead list from scratch.
At Gaebler, we advise our business partners to explore Experian Business Services for water mains and waterworks business lead lists. Experian is a reputable firm that is known for providing accurate lists that can be filtered according to your precise lead specifications.
Collaborative Strategies
Collaborative work processes are key features of companies that succeed in selling to water mains and waterworks businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the spark that is needed to take your company to the next level.
Industry Experience
In water mains and waterworks business sales, industry experience is a huge plus. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to understand the pressure points of a typical water mains and waterworks business.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, water mains and waterworks businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
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