Selling to an Industry

Selling to Communications and Electronic Contractors Businesses

If your business is having trouble reaching sales targets, stop everything and review our useful guide on selling to communications and electronic contractors businesses. If your offerings appeal to this market, it's time to learn how to sell to communications and electronic contractors businesses in the current business climate.

Many communications and electronic contractors businesses depend on distributors and vendors. So, many B2B companies build their strategic plans around sales to communications and electronic contractors businesses.

If your sales strategies fall flat, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to deliver results.

Marketing, Promotions & PR

Ambitious B2B entrepreneurs are often tempted to buy their way into the market. Rather than taking the time to develop relationships with communications and electronic contractors business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.

Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.

Casting a Broad Net

The first step in selling to communications and electronic contractors businesses is to take a broad approach to the marketplace. Strategies that are isolated to 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.

Putting It All Together

Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to communications and electronic contractors businesses. It's often a combination of techniques that converts prospects to customers.

Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.

Share this article


Additional Resources for Entrepreneurs

Lists of Venture Capital and Private Equity Firms

Franchise Opportunities

Contributors

Business Glossary