Initiative and perseverance are admirable characteristics for sales professionals. But selling to builders' hardware wholesale and manufacturers businesses requires more than an impeccable work ethic.
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Frequently, the best B2B businesses achieve success through the consistent application of proven selling concepts. That's especially true in the builders' hardware wholesale and manufacturers business industry where small oversights can translate into losses in market share.
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Tips for Selling to Builders' Hardware Wholesale & Manufacturers Businesses
Businesses that sell to builders' hardware wholesale and manufacturers businesses rely on accurate information about their prospects, their products and their competition.
Successful sales strategies emphasize data collection routines and are adept at using that information as a tool for converting prospects to satisfied customers.
Effective lead generation processes are vital for firms that sell to builders' hardware wholesale and manufacturers businesses. Sales teams should be trained in sales and prospecting techniques, even if assistants handle most of the qualification activities. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the time requirements for gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Don't forget that builders' hardware wholesale and manufacturers businesses are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that emphasizes your product's strengths and value points.
Developing a Marketing Plan
A solid marketing plan is the foundation of a winning sales strategy. Your team might be stocked with first-rate sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your revenue stream will be weak.
Keep in mind that builders' hardware wholesale and manufacturers businesses are fast-paced operations with little patience for long sales cycles.
A strong marketing plan helps to focus your selling proposition and deliver messaging in channels that are well received by your customer base. When combined with a sales plan, a marketing plan serves up an intentional selling strategy that delivers results.
Given your interest in selling and in builders' hardware wholesale and manufacturers businesses, you might find these additional resources to be of interest.
If you have an existing builders' hardware wholesale and manufacturers business, you are in the wrong spot. These resources will come in handy:
If you hope to open a builders' hardware wholesale and manufacturers business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.