Many barter services depend on distributors and vendors. So, many B2B companies build their business plans around sales to barter services.
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New entries to the marketplace need to develop a comprehensive sales plan that is built on industry fundamentals.
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How to Sell to Barter Services Businesses
After you have qualified a lead, how do you close the sale?
Like many of us, barter service business owners are have no patience for extended pitches and sales cycles. As a rule, be respectful of your customers' time constraints and make your pitches as concise as possible.
In some instances, your initial contact at barter services you call on may not even be the decision maker, making it necessary to quickly locate the real decision maker and adjust your approach accordingly.
Emerging sellers in the barter service market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward giving your sales unit the edge it needs to convert high value barter service leads.
In this industry, it is especially important to develop a customer-focused approach. In general, barter services are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Since marketing and sales go hand in hand, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.
Despite the fact that there are multiple way to market to barter services, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of barter services. For many businesses, these lists lay the foundation for the rest of the sales cycle.
Given your interest in selling and in barter services, you might find these additional resources to be of interest.
If you currently own a barter service, you are in the wrong spot. These resources will come in handy:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.