Winning With Niche Market Sales
Selling to Truck Lube Businesses
Most truck lube businesses have tight budgets and no time for games. Product quality, cost and customer service are all important considerations – so businesses that sell to truck lube businesses need to demand excellence from their team.
Penetrating the world of truck lube businesses can require complex sales and marketing strategies.
For small businesses that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Effective Marketing Strategies
Effective sales strategies begin with marketing, and the marketing strategies for truck lube businesses are as diverse as they come.
Yet in this industry, marketing effectiveness is rooted in the ability to target key decision makers. From traditional marketing to cutting-edge Internet strategies, any initiative that fails to reach decision makers is a waste of time and resources.
Since your sales revenues hang in the balance, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted truck lube business leads.
Role of Owners & Managers
Owners and managers are active players in selling to truck lube businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
Market Intelligence
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific truck lube businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with truck lube businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.
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