Selling to an Industry
Selling to Concrete Repair, Restoration, Cleaning, and Sealing Contractors Businesses
As the market recovers, concrete repair, restoration, cleaning, and sealing contractors businesses are gradually bouncing back from the Great Recession and are starting to reinvest. The tricky part is crafting a selling strategy that captures the attention of top-tier buyers.
Initiative and perseverance are excellent personality traits for sales professionals. But selling to concrete repair, restoration, cleaning, and sealing contractors businesses requires more than a desire to succeed.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
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. Even so, 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 concrete repair, restoration, cleaning, and sealing contractors business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.
Customer Profiles
New entries to the concrete repair, restoration, cleaning, and sealing contractors business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value concrete repair, restoration, cleaning, and sealing contractors business leads.
In this industry, it is especially important to develop a customer-focused approach. In general, concrete repair, restoration, cleaning, and sealing contractors businesses are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Marketing to Concrete Repair, Restoration, Cleaning, & Sealing Contractors Businesses
There are multiple methods for marketing your products to concrete repair, restoration, cleaning, and sealing contractors businesses. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques can go a long way toward increasing your market share.
Many businesses find that direct marketing is also helpful in marketing to concrete repair, restoration, cleaning, and sealing contractors businesses because it is a non-threatening resource for introducing their products to new customers.
The first step in developing a direct marketing campaign is to obtain a lead list from a reputable third-party provider like Experian Business Services, a company that is well-known in the B2B community. From there, you can tailor your direct marketing efforts toward your company's strengths and perceived needs in the marketplace.
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