Niche Market Sales Tips
Selling to Building Remodeling and Repair Contractors' Referral Services Businesses
Leading building remodeling and repair contractors' referral services businesses understand the value of every dollar. Properly applied, these strategies for selling to the building remodeling and repair contractors' referral services business market will dramatically improve sales.
In today's economy, even small mistakes affect your company's bottom line and impede your selling success.
New entries to the marketplace need to develop a comprehensive sales plan that is built on industry fundamentals.
Networking Tips
The building remodeling and repair contractors' referral services business industry is relationship-based. Businesses that sell in the industry rely on industry contacts for leads and other aspects of the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to encourage networking strategies and proactively model relational sales techniques.
Aggressive Recruiting
Bottom line success begins with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to building remodeling and repair contractors' referral services businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team-based track record will ultimately hamper your sales efforts, no matter how good they look on paper.
Reaching Prospective Customers
Prospecting turns names into promising leads.
Networking can fine tunes prospecting performance and closing rates. However, it's important to make sure your sales force isn't so focused on meeting new people 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 remodeling and repair contractors' referral services 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.
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