Selling to an Industry

Selling to County Government Businesses

First tier county government businesses are always on the lookout for good companies to do business with. For companies that sell to county government businesses, the focused selling strategies discussed in this article can be important for breaking into the industry.

A good sales strategy is money in the bank. So for businesses that sell to county government businesses, strategic sales planning is a prerequisite for success.

These days, efficiency and intentionality are two things that never go out of style � especially for companies that sell to county government businesses.

Cost Analysis of Your Selling Tactics

Every part of your sales strategy is fair game for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that underperform in the area of ROI.

For example, even though it might seem logical to increase the size of your sales force to expand your base of county government business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.

Networking Tips

The county government business industry is relationship-based. Businesses that sell in the industry routinely use networking to advance the sales cycle.

Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to train your team in networking strategies and proactively model relational sales techniques.

How to Find County Government Business Leads

Leads are the foundation of successful selling. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.

The names of county government businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.

But the most accurate source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward county government businesses.

Share this article


Additional Resources for Entrepreneurs

Lists of Venture Capital and Private Equity Firms

Franchise Opportunities

Contributors

Business Glossary