Selling to an Industry
Selling to Commercial Laundries
Businesses that market to commercial laundries face internal and external barriers to success. Product quality, cost and customer service are all important considerations – so businesses that sell to commercial laundries need to demand excellence from their team.
No one said selling would be easy. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting – but ultimately achievable business goal.
Companies that market to commercial laundries have to be prepared to prove their primary selling points to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to sell products to commercial laundries.
Role of Owners & Managers
Owners and managers are active players in selling to commercial laundries. 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.
How to Find Commercial Laundry Leads
Leads form the basis for winning sales strategies. The first step in lead generation is to evaluate the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of commercial laundries you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.
But the most reliable source of qualified sales leads is often a third-party lead list provider. If you're in the market for high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward commercial laundries.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific commercial laundries that they want to add to their customer roster.
Since relationships can be critical in closing sales, meetings with commercial laundries leaders and their staff facilitate the flow of the sales cycle. These meetings can also provide information that can give your business a competitive edge.
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