Niche Market Sales Tips
Selling to Building Maintenance Businesses
First tier building maintenance businesses work with vendors who can help them be more successful. The implementation of these techniques for selling to the building maintenance business market will dramatically improve sales.
New technologies and innovative sales techniques have value. But in a B2B sales environment, they may not be your most valuable assets.
The best sales teams combine personal motivation with a set of tools that equips them to meet the challenges of sales cycles that target building maintenance businesses. Whether you're an emerging seller or a seasoned veteran, here are a few of the tools you need to have in your toolbox.
Sales Management Tips
Sales managers can make a noticeable difference in both ROI and total sales revenue.
In this industry, sales reps tend to be highly motivated performers who are accustomed to thriving in fast-paced sales environments. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that building maintenance business owners appreciate team-based sales and marketing techniques and may not respond to sales reps who seem overly disconnected from their sales unit.
Know Your Products
In the real world, most building maintenance 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 in conversions. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to building maintenance 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.
Effective Marketing Strategies
Many sales strategies begin with marketing, and the marketing strategies for building maintenance businesses are as diverse as they come.
Yet in this industry, marketing effectiveness is inherently dependent on its ability to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.
With so much riding on the outcome, 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 building maintenance business leads.
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