Sell to Your Target Market
Selling to Specialty Warehousing and Storage Businesses
There's no question that specialty warehousing and storage businesses are excellent sales targets -- and that presents an opportunity to companies who are eager to get in on the action. Product quality, cost and customer service are all important considerations – so businesses that sell to specialty warehousing and storage businesses need to be at the top of their game.
Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to specialty warehousing and storage businesses.
Don't be intimidated by the speed of the marketplace. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
Networking Tips
The specialty warehousing and storage business industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to encourage networking strategies and proactively model relational sales techniques.
Industry Experience
In specialty warehousing and storage business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to be acquainted with the concerns of a typical specialty warehousing and storage business.
B2B sellers who lack industry experience can supplement the shortfall by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, specialty warehousing and storage businesses may also be more friendly to sellers within their network, so it's important to expand your industry contact base as quickly as possible.
How to Generate Solid Leads
There aren't any standard rules for generating solid sales leads. However, leading sellers typically favor established processes forlead generation. When possible, businesses that sell to specialty warehousing and storage businesses should take steps to automate the lead generation process through the use of technology and networking activities.
One option worth considering is the incorporation of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the technology and staff inputs necessary to generate leads internally.
At Gaebler, we advise our business partners to explore Experian Business Services for specialty warehousing and storage business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to geography area, demographic traits and other criteria.
Share this article
Additional Resources for Entrepreneurs