Resources for Entrepreneurs

Selling to an Industry

Selling to Cabinet Refacing, Refinishing, and Resurfacing Businesses

You'll need a strategy that incorporates ingenuity and effort to be successful selling to cabinet refacing, refinishing, and resurfacing businesses. If your offerings appeal to this market, it's time to learn how to sell to cabinet refacing, refinishing, and resurfacing businesses in the new economy.

Over the past several years, cabinet refacing, refinishing, and resurfacing businesses have experienced moderate growth rates compared to other businesses.

Cabinet Refacing Refinishing and Resurfacing Business

Companies that market to cabinet refacing, refinishing, and resurfacing businesses have to be prepared to demonstrate their value proposition to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to sell products to cabinet refacing, refinishing, and resurfacing businesses.

Reaching Prospective Customers

Prospecting is the process of identifying potential customers and converting them to qualified leads.

Networking can enhances the value of prospecting and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for cabinet refacing, refinishing, and resurfacing businesses.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

Sales Strategy Tips

Effective cabinet refacing, refinishing, and resurfacing business sales strategies focus on selling fundamentals and ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be prioritized.

Also, it's important to avoid a silo approach to cabinet refacing, refinishing, and resurfacing business sales. Companies that isolate their sales units fall behind in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.

Internet Strategies

With cabinet refacing, refinishing, and resurfacing businesses going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.

A user-friendly website is the centerpiece of 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.

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