Resources for Entrepreneurs

Selling to an Industry

Selling to Contractors' Equipment and Supplies Service and Repair Businesses

It takes the right mix of skills and determination to be successful selling to contractors' equipment and supplies service and repair businesses. The difficult part is crafting a selling strategy that gets your products noticed by high value prospects.

Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.

If your sales strategies lack horsepower, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to deliver results.

Customer Profiles

New entries to the contractors' equipment and supplies service and repair 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 contractors' equipment and supplies service and repair business leads.

In this industry, it is especially important to develop a customer-focused approach. In general, contractors' equipment and supplies service and repair businesses are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.

Direct Marketing Strategies

Direct marketing has proven to be an effective selling strategy for contractors' equipment and supplies service and repair businesses. The benefit of direct marketing is that it is a way to manage costs when reaching qualified prospects with targeted messaging. From a sales cycle perspective, direct marketing establishes a platform for relationships with contractors' equipment and supplies service and repair businesses that can benefit from your products or services.

The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of contractors' equipment and supplies service and repair businesses that produce high conversion rates.

Collaborative Strategies

Cooperation is a key feature of companies that succeed in selling to contractors' equipment and supplies service and repair businesses. Silo business models simply aren't as efficient as models that emphasize collaboration between business units.

In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.

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