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Sales Advice By Market

Selling to Auto Rental Commercial Businesses

As the market recovers, auto rental commercial businesses are timidly rebounding from the Great Recession and are starting to reinvest. Here's how to sell to auto rental commercial businesses in the current business climate.

Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting but ultimately achievable business goal.

Leveraging the strength of the market, entrepreneurs are streaming into the marketplace, eager to earn their share of the profits. Competition is fierce, so new businesses have to be careful about the way they approach auto rental commercial businesses.

Industry Experience

In auto rental commercial business sales, industry experience is fundamental requirement. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical auto rental commercial business.

B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, auto rental commercial businesses may also be more friendly to sellers within their network, so it's important to increase the size of your network as quickly as possible.

Internet Strategies

With auto rental commercial businesses increasingly using the Internet to locate vendors, it's becoming more important for B2B sellers to develop online sales strategies.

A user-friendly website is the anchor for all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.

Sales & Marketing Tips

Some B2B auto rental commercial business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways auto rental commercial business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.

Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying auto rental commercial business leads, it will be difficult to capture a meaningful share of the market.

If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable auto rental commercial business lead lists to B2B sellers.

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