Selling to an Industry
Selling to Crisis Centers
For many firms, selling to crisis centers enables achieving revenue goals. Product quality, cost and customer service are all important considerations – so businesses that sell to crisis centers need to be at the top of their game.
In the current business climate, crisis centers are looking for quality and affordability.
For small businesses that sell to these companies, the industry's positive growth outlook makes the implementation of proven sales techniques more important than ever.
Tips for Selling to Crisis Centers
Businesses that sell to crisis centers base their sales models on information about their prospects, their products and their competition.
Successful sales strategies emphasize data collection routines and are adept at using that information as a tool for converting prospects to satisfied customers.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. 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 crisis centers.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Customer Profiles
Emerging sellers in the crisis center 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 crisis center leads.
In this industry, it is especially important to develop a customer-focused approach. In general, crisis centers are very skilled at spotting B2B companies that are out of touch with the industry and they tend to hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
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