Resources for Entrepreneurs

Selling to an Industry

Selling to Contractors' Materials Handling Equipment Businesses

For many entrepreneurs, selling to contractors' materials handling equipment businesses can be a pathway to achieving revenue goals. With these useful selling tips, you can improve your sales model and increase your returns when selling to contractors' materials handling equipment businesses.

Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that landing new customers in this industry is a lofty ambition that demands diligence and respect.

With market momentum on their side, entrepreneurs are knocking on the doors of the marketplace, anxious to collect their share of the profits. Competition can be tight, so new businesses have to be careful about the way they approach contractors' materials handling equipment businesses.

Sales Team Considerations

Most of the businesses that sell to contractors' materials handling equipment businesses take a team sales approach.

Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for solo sales in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.

Marketing Channels for Contractors' Materials Handling Equipment Businesses

Although the ways in which sellers market their products are extremely diverse, there is one truth that applies to all contractors' materials handling equipment business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.

Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.

Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a high volume of leads that are up-to-date and targeted to high-converting prospects. In our experience, Experian Business Services has the largest and most accurate database of contractors' materials handling equipment businesses on the market.

Benefits of Networking

Networking expands your reach within the industry. In addition to raising your company's profile, it increases your credibility with contractors' materials handling equipment businesses.

But more importantly, a strategy that emphasizes networking dramatically boosts leads and referrals. Sometimes the leads you generate through consistent and intentional networking will be leads that you had never considered before.

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