How to Increase Business Sales
Selling to Mining Development and Exploration Businesses
The word is out that many mining development and exploration businesses are experiencing growth trends, and smart vendors are striking while the iron's hot. For business sellers prepared to compete, mining development and exploration businesses offer a dependable channel for sales and revenues .
There are no one-size-fits-all strategies for selling to mining development and exploration businesses. The basis for success is the same as it is in many other industries.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the implementation of proven sales techniques more important than ever.
Reaching Prospective Customers
Prospecting is the process of identifying potential customers and converting them to qualified leads.
Networking can dramatically improve your team's prospecting abilities and conversion ratios. However, it's important to make sure your sales force isn't so focused on meeting new people 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 mining development and exploration businesses.
Lead lists are helpful 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.
Casting a Broad Net
The first step in selling to mining development and exploration businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.
Putting It All Together
Ultimately, there is no single strategy that can guarantee a close in your efforts to sell to mining development and exploration 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 incorporates proven sales techniques into a carefully designed sales strategy.
Share this article
Additional Resources for Entrepreneurs