Selling to an Industry
Selling to Commuter and Public Transportation Businesses
There's no question that commuter and public transportation businesses are excellent sales targets -- and that makes them attractive to vendors who are eager to get in on the action. With a careful strategy, your business can earn a hefty profit selling to commuter and public transportation businesses.
Most commuter and public transportation businesses have experienced slow, but steady growth.
Many commuter and public transportation businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to commuter and public transportation businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
How to Sell to Commuter & Public Transportation Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, commuter and public transportation business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and make your pitches as concise as possible.
In some instances, your initial contact at commuter and public transportation businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
Know the Competition
Companies who sell to commuter and public transportation businesses face no small amount of competitive pressure.
Like it or not, there are many other businesses selling products that are similar to yours. Subsequently, commuter and public transportation businesses are regularly targeted for prospecting and tend to be very knowledgeable about their buying options.
By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, discussions with commuter and public transportation businesses themselves may be the best source of information.
Marketing Mix
Since it's impossible to separate sales and marketing, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and emphasize techniques to reach key decision makers.
Despite the fact that there are multiple way to market to commuter and public transportation businesses, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of commuter and public transportation businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.
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