Not surprisingly, communications towers businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
(article continues below)
Young businesses need to develop a comprehensive sales plan that is built on industry fundamentals.
Know Your Products
In the real world, most communications towers businesses aren't interested in middle of the road products. Before they make a purchasing decision, they want to know everything there is to know about your product.
In this industry, differentiation can be the deciding factor in conversions. It's imperative for your sales team to be knowledgeable and smart. If you're selling a service to communications towers businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
Marketing, Promotions & PR
Ambitious B2B entrepreneurs are often tempted to buy their way into the market. Rather than taking the time to develop relationships with communications towers business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can equip your sales force with targeted prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
High Impact Strategies
Successful sales strategies leverage cost efficiencies to deliver higher profit margins. In many cases, these strategies revolve around the more efficient utilization of resources that already exist in your organization.
By coordinating your business' sales and marketing strategy with resources such as your company website, social media presence and PR initiatives, you can dramatically increase the ROI of the resources you use to sell to communications towers businesses.
Given your interest in selling and in communications towers businesses, you might find these additional resources to be of interest.
If you currently own a communications towers business, you are in the wrong spot. Try these useful resources:
If you want to start a communications towers business, we have some better resources for you:
If you want sales tips for doing business in a different industry, peruse our directory of sales guides below.