Niche Customer Sales Tactics
Selling to Water Utility Companies Businesses
As the dust clears, water utility companies businesses are slowly emerging from the Great Recession and are starting to reinvest. For businesses that market to water utility companies businesses, the streamlined sales strategies discussed in this article can be important for breaking into the industry.
As it turns out, water utility companies 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 water utility companies businesses have to be prepared to prove their primary selling points to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to sell products to water utility companies businesses.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough 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 water utility companies businesses.
Create a Plan
There is nothing random about effective water utility companies business sales. The industry is filled with seasoned veterans who know their way around the marketplace.
Subsequently, top B2B sellers know better than to leave anything to chance. Before they launch major sales initiatives, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and more. Although you might be able to get away with flying by the seat of your pants in some industries, the water utility companies business industry will devour your sales team unless you go into it with a carefully crafted blueprint.
How to Generate Solid Leads
There aren't any cut and dry rules for generating solid sales leads. However, leading sellers typically adopt a systematic approach inlead generation. When possible, businesses that sell to water utility companies 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 labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for water utility companies business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.
Share this article
Additional Resources for Entrepreneurs