Selling to an Industry
Selling to Collateral Certification and Supervision Businesses
It's common knowledge that many collateral certification and supervision businesses are expanding, and small businesses are striking while the iron's hot. For entrepreneurs that market to collateral certification and supervision businesses, the upside is that a strong selling approach can lead to rapid customer acquisitions in this market.
Drive and diligence are admirable characteristics for sales professionals. But selling to collateral certification and supervision businesses requires more than an impeccable work ethic.
These days, initiative and strategy are two things that never go out of style � especially for companies that sell to collateral certification and supervision businesses.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific collateral certification and supervision businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with collateral certification and supervision businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can give your business a competitive edge.
Reaching Prospective Customers
Prospecting transforms contacts into 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 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, quality is just as important as quantity when prospecting for collateral certification and supervision businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Role of Owners & Managers
Owners and managers play an active role in selling to collateral certification and supervision 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.
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