How to Sell to Niche Markets
Selling to Electric Motor Dealers Businesses
It's clear that electric motor dealers businesses are important sales targets for business sellers that are equipped to tackle a competitive marketplace. Don't forget that electric motor dealers businesses aren't easy sales marks -- here's what you'll need to get purchase orders signed.
Getting your foot in the door with electric motor dealers businesses can require complex sales and marketing strategies.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately electric motor dealers businesses can be found throughout the nation, but the challenge is to acquire and retain new accounts.
Role of Owners & Managers
Owners and managers are active players in selling to electric motor dealers businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Hiring Staff
Your sales force 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 electric motor dealers businesses appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, the sales rep is usually the first person they contact so it's imperative for your team to be trained in service as well as sales routines.
Reaching Prospective Customers
Prospecting turns names into promising 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 electric motor dealers businesses.
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.
Share this article
Additional Resources for Entrepreneurs