Resources for Entrepreneurs

Selling to an Industry

Selling to Cogeneration Equipment and Services Businesses

The word is out that many cogeneration equipment and services businesses are expanding, and small businesses are striking while the iron's hot. Products, cost and customer service are all important considerations – so businesses that sell to cogeneration equipment and services businesses need to demand excellence from their team.

Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to cogeneration equipment and services businesses.

Many cogeneration equipment and services businesses expect stellar service from the companies they do business with. But service alone won't close the deal. For B2B companies that sell to cogeneration equipment and services businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.

Role of Owners & Managers

Owners and managers should expect to be active participants in selling to cogeneration equipment and services businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.

Customer Profiles

New companies in the cogeneration equipment and services business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value cogeneration equipment and services business leads.

In this industry, it is especially important to develop a customer-focused approach. In general, cogeneration equipment and services businesses are very skilled at spotting B2B companies that lack an awareness of the issues that are important to them and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.

Gaining Traction in the Marketplace

Every B2B business hopes to achieve viral buzz for their products. But viral marketing strategies are unreliable, at best.

To capture the attention of cogeneration equipment and services businesses, you'll want to apply a diverse mix of marketing strategies that leverage multiple marketing channels.

Many sellers purchase lead lists from recognized list providers. If locating a lead list vendor is on your to-do list, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of cogeneration equipment and services business contacts.

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