Hustle is the name of the game for entrepreneurs who are interested in selling equipment and supplies to antique repair and restoration businesses.
(article continues below)
Don't be intimidated by the speed of the marketplace. Although speed is important, solid business principles and common sense will make the biggest difference in the success or failure of your selling efforts.
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the antique repair and restoration business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless the research confirms your expectations.
How to Evaluate Sales Staff
Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough 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 boosting sales and employee morale. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to antique repair and restoration businesses.
Effective lead generation processes are vital for firms that sell to antique repair and restoration businesses. Sales teams should be trained in sound lead generation and prospect qualification principles. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Don't forget that antique repair and restoration businesses are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that highlight your products' main selling points.
Given your interest in selling and in antique repair and restoration businesses, you might find these additional resources to be of interest.
If you currently own an antique repair and restoration business, you are in the wrong spot. These resources will come in handy:
If you want to start an antique repair and restoration business, we have some better resources for you:
If you want sales tips for doing business in a different industry, peruse our list of sales guides below.