Selling to Businesses
Selling to Rental Vacancy and Listing Service Businesses
The word is out that many rental vacancy and listing service businesses are experiencing growth trends, and small businesses are striking while the iron's hot. We'll tell you how to conquer selling hurdles in the rental vacancy and listing service business market and dominate the competition.
A good sales strategy is the foundation of a solid revenue stream. So for businesses that sell to rental vacancy and listing service businesses, strategic sales planning is a prerequisite for success.
Good sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target rental vacancy and listing service businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.
How to Find Rental Vacancy & Listing Service 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 expand your search to include the yellow pages, Internet searches and trade listings.
The names of rental vacancy and listing service businesses you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.
But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently 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 rental vacancy and listing service businesses.
How to Evaluate Sales Staff
Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to rental vacancy and listing service businesses.
Know Your Products
The truth is most rental vacancy and listing service businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, differentiation can be the deciding factor between a close and your prospect going with a competitor's product. It's imperative for your sales team to be knowledgeable about product specifications and support. If you're selling a service to rental vacancy and listing service businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
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