Niche Market Sales Tips
Selling to Builders and Contractors Businesses
It takes a strategy that incorporates ingenuity and effort to be successful selling to builders and contractors businesses. The challenging part is devising a sales approach that gets your products noticed by high value prospects.
No one gets a free lunch in B2B sales. To succeed in this environment, you need great ideas and perfect execution.
Your approach will vary according to your situation and your company's unique sales objectives. But overall, there are several things you will need to consider when crafting a strategy to sell to builders and contractors businesses.
Marketing Mix
Since it's impossible to separate sales and marketing, 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.
Although there are no one-size-fits-all marketing strategies for builders and contractors businesses, 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 builders and contractors businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.
Role of Owners & Managers
Owners and managers are active players in selling to builders and contractors businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy is worthy of cost analysis. Business owners sometimes ignore cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might seem logical to increase the size of your sales force to expand your base of builders and contractors business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
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