Selling to an Industry

Selling to Contractors' Referral Services Commercial and Industrial Businesses

As the dust clears, contractors' referral services commercial and industrial businesses are timidly rebounding from the Great Recession and are starting to reinvest. Here's the list of tips you need to boost sales to contractors' referral services commercial and industrial businesses around the country.

In the modern marketplace, even small missteps can have dramatic consequences for your company's bottom line and impede your selling success.

Many contractors' referral services commercial and industrial businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to contractors' referral services commercial and industrial businesses, the consistent application of sound business principles is just as important as your relationships with your customers.

Sales Management Tips

Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.

In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.

Don't neglect the fact that contractors' referral services commercial and industrial business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.

Marketing, Promotions & PR

Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with contractors' referral services commercial and industrial business owners, these companies blanket the market with high-priced marketing content in hopes of gaining quick momentum with 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 improve the flow of prospects to your team, 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.

Get To Know Your Market

Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.

More importantly, they research and evaluate the specific contractors' referral services commercial and industrial businesses that they want to add to their customer roster.

Since relationships are an important part of the selling process, meetings with contractors' referral services commercial and industrial businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.

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