Selling to an Industry
Selling to Commercial Loans Businesses
In the current business climate, uncertainty is the only constant for commercial loans businesses. With calculated planning, your business can tap into a sizable revenue base selling to commercial loans businesses.
A good sales strategy is money in the bank. So for businesses that sell to commercial loans businesses, there is no substitute for a strategic sales approach.
Good sales teams combine personal motivation with a set of tools that equips them to address sales cycles that target commercial loans businesses. Whether you're an emerging seller or a seasoned veteran, here are a few of the tools you need to have in your toolbox.
Sales Incentives
Ideally, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed commercial loans business sales targets.
Incentives don't have to break your budget -- sometimes merely acknowledging a team member's exceptional effort is more valuable than an expensive incentive that lacks recognition or prestige.
How to Find Commercial Loans Business Leads
Leads are the foundation of successful selling. The first step in lead generation is to evaluate the local market. From there, you can widen the field to include the yellow pages, Internet searches and trade listings.
The names of commercial loans businesses you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.
But the most accurate source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing precise, targeted lead lists that can be used for direct mail and other marketing efforts directed toward commercial loans businesses.
Developing a Marketing Plan
A robust marketing strategy is the basis of a profitable sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that commercial loans businesses are fast-paced operations with little patience for drawn out sales meetings and follow-up cycles.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that delivers results.
Share this article
Additional Resources for Entrepreneurs