Niche Customer Sales Tactics
Selling to Weather Stripping Businesses
There's no question that weather stripping businesses are excellent sales targets -- and that makes them attractive to companies who are eager to get in on the action. For entrepreneurs that market to weather stripping businesses, the upside is that a strong selling approach can lead to rapid customer acquisitions in this market.
A good sales strategy is money in the bank. So for businesses that sell to weather stripping businesses, there is no substitute for a strategic sales approach.
New entries to the marketplace need to develop a comprehensive sales plan that is built on industry fundamentals.
Effective Marketing Strategies
Effective sales strategies begin with marketing, and the marketing strategies for weather stripping businesses cover a lot of ground.
Yet in this industry, marketing effectiveness is rooted in the ability to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.
In this high stakes game, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted weather stripping business leads.
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 increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to weather stripping businesses.
Know Your Products
In reality, most weather stripping businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, product details can be the deciding factor in conversions. It's imperative for your sales team to be knowledgeable and informed. If you're selling a service to weather stripping businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
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