Resources for Entrepreneurs

Selling to an Industry

Selling to Consultants' Referral Services Businesses

These days, unpredictability is the only constant for consultants' referral services businesses. If you're tired of sitting on the sidelines, maybe it's time to start selling to consultants' referral services businesses.

Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting but ultimately achievable business goal.

These days, initiative and strategy are two things that never go out of style especially for companies that sell to consultants' referral services businesses.

Customer Profiles

New companies in the consultants' referral 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 sell to high value consultants' referral services business leads.

In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. As a rule, consultants' referral 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.

Sales Incentives

Ideally, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed consultants' referral services business sales targets.

Incentives don't have to be pricey -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.

How to Find Consultants' Referral Services Business Leads

Leads drive sales cycles. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.

The names of consultants' referral services businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.

But the most accurate source of qualified sales leads is often a third-party lead list provider. For consistently 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 consultants' referral services businesses.

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