Selling to an Industry

Selling to Convention Exhibit and Display Rental Businesses

The territory of convention exhibit and display rental businesses is fertile ground for B2B sales. Product quality, cost and dependable service are all important considerations – so businesses that sell to convention exhibit and display rental businesses need to demand excellence from their team.

Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to convention exhibit and display rental businesses.

Businesses that sell to convention exhibit and display rental businesses have to be prepared to prove their primary selling points to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to sell products to convention exhibit and display rental businesses.

Putting It All Together

Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to convention exhibit and display rental 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 integrates sales techniques with a more comprehensive sales and marketing strategy.

Reaching Prospective Customers

Prospecting transforms contacts into qualified 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 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, the type of people you meet is just as important as the number of people you meet when prospecting for convention exhibit and display rental businesses.

Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

Hiring Staff

Your sales team is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team isn't prepared for the job at hand.

Most convention exhibit and display rental businesses appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in techniques for service after the sale.

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