Selling to an Industry
Selling to Cabinet Installation Businesses
As the market recovers, cabinet installation businesses are slowly emerging from the Great Recession and are once again poised to invest. Don't forget that cabinet installation businesses aren't easy sales marks -- here's what you'll need to get purchase orders signed.
There are no magic formulas for selling to cabinet installation businesses. The basis for success is the same as it is in many other industries.
The process of converting cabinet installation businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Marketing Channels for Cabinet Installation Businesses
Despite the many methods businesses use to market their products, there is one truth that applies to all cabinet installation business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.
Across the industry, multichannel marketing strategies are standard, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.
Best-in-class businesses routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a high volume of leads that are up-to-date and targeted to high-converting prospects. In our experience, Experian Business Services has the largest and most accurate database of cabinet installation businesses on the market.
Know Your Products
In the real world, most cabinet installation 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, a unique value proposition 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 cabinet installation businesses, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.
The cabinet installation 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 prioritize networking strategies and proactively model relational sales techniques.
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