Selling to an Industry
Selling to Commercial and Industrial Architecture Firms
If your company is having trouble reaching sales targets, put your phone on hold and take a look at our advice on selling to commercial and industrial architecture firms. For business sellers prepared to compete, commercial and industrial architecture firms offer a reliable source of income .
Drive and diligence are admirable characteristics for sales professionals. But selling to commercial and industrial architecture firms requires more than a desire to succeed.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately commercial and industrial architecture firms can be found throughout the nation, but the trick is to acquire and retain new accounts.
Tips for Selling to Commercial & Industrial Architecture Firms
Businesses that sell to commercial and industrial architecture firms base their sales models on information about their prospects, their products and their competition.
Successful sales strategies emphasize data collection routines and are adept at using that information as a tool for converting prospects to satisfied customers.
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 closing rates. However, it's important to make sure your sales force isn't so focused on adding names to their contact list 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 commercial and industrial architecture firms.
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.
Customer Profiles
Emerging sellers in the commercial and industrial architecture firm market are advised to profile key sales targets before they invest in a specific sales strategy. A little industry knowledge can go a long way toward giving your sales unit the edge it needs to convert high value commercial and industrial architecture firm leads.
In this industry, it is especially important to develop a customer-focused approach. In general, commercial and industrial architecture firms are very skilled at spotting B2B companies that are out of touch with the industry and they tend to hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
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