Selling to Businesses

Selling to Real Estate Information and Referral Services Businesses

If your company is missing sales benchmarks, take a minute and read our useful guide on selling to real estate information and referral services businesses. For companies that sell to real estate information and referral services businesses, the focused selling strategies discussed in this article can critical in penetrating the industry.

Getting your foot in the door with real estate information and referral services businesses can require complex sales and marketing strategies.

Don't let the fast pace of the marketplace trip you up. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.

Role of Owners & Managers

Owners and managers are active players in selling to real estate information and referral services businesses. Front line visibility is essential for large accounts, but your sales team can benefit from on-the-job partnerships 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.

How to Generate Solid Leads

There aren't any uniform rules for generating solid sales leads. However, leading sellers typically adopt a systematic approach inlead generation. When possible, businesses that sell to real estate information and referral services businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.

One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.

At Gaebler, we advise our business partners to explore Experian Business Services for real estate information and referral services business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.

Know the Competition

Companies who sell to real estate information and referral services businesses face no small amount of competitive pressure.

Although it may not seem like it, there are many other businesses that sell similar product lines. Subsequently, real estate information and referral services businesses are bombarded with promotional messaging and tend to be very knowledgeable about their buying options.

By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, discussions with real estate information and referral services businesses themselves may be the best source of information.

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