November 22, 2019  
 
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Selling to Niche Markets

 

Selling to Becoming a Zoning Consultant

You'll need the right mix of innovation and hard work to be successful selling to zoning consulting businesses. This is the approach that will help you get started selling to this market.

In recent years, zoning consulting businesses have experienced moderate growth rates compared to other businesses.
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These days, efficiency and intentionality are two things that never go out of style especially for companies that sell to zoning consulting businesses.

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Cost Analysis of Your Selling Tactics

Every part of your sales strategy is fair game for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that underperform in the area of ROI.

For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of zoning consulting business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.

Reaching Prospective Customers

Prospecting is the process of identifying potential customers and converting them to qualified leads.

Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on adding names to their contact list that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for zoning consulting businesses.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

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 boosting sales and employee morale. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to zoning consulting businesses.

More Articles on Selling

Given your interest in selling and in zoning consulting businesses, you might find these additional resources to be of interest.

Where to Find Sales Prospects

Sales Lead Scoring

Leads Versus Prospects

Mailing Lists for Becoming a Zoning Consultant


Conversation Board

The learning process for selling to zoning consulting businesses is never-ending. Send us your comments and questions, and let's continue the conversation!


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