Most building permits 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 building permits businesses.
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Casting a Broad Net
The first step in selling to building permits businesses is to cast a broad net. Strategies that focus exclusively on the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and closing rates. However, it's important to make sure your sales force isn't so focused on conversation 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, the type of people you meet is just as important as the number of people you meet when prospecting for building permits 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.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. But, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that building permits business owners value teamwork and may react negatively to sales reps who seem overly disconnected from their sales unit.
Given your interest in selling and in building permits businesses, you might find these additional resources to be of interest.
If you currently own a building permits business, you are in the wrong spot. These resources will come in handy:
If you hope to open a building permits business, we have some better resources for you:
If you are looking for advice on selling to a different company type, you will enjoy our list of sales guides below.