Selling to an Industry
Selling to Coppersmiths Businesses
Most coppersmiths businesses have lean financials and demanding schedules. For businesses that market to coppersmiths businesses, the focused selling strategies discussed in this article can be important for breaking into the industry.
The majority of coppersmiths businesses depend on distributors and vendors. As such, many B2B companies build their business plans around sales to coppersmiths businesses.
If your sales strategies aren't up to snuff, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to hit sales targets.
Know Your Products
The truth is most coppersmiths businesses aren't interested in middle of the road products. Before they make a purchasing decision, they want to know everything there is to know about your product.
In this industry, differentiation can be the deciding factor between a close and your prospect going with a competitor's product. It's critical for your sales team to be knowledgeable and smart. If you're selling a service to coppersmiths businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Confused messaging dilutes the sales cycle and makes it challenging for your customers to discern the value of your products.
For maximum impact, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although there are multiple ways to generate leads, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian are adept at providing targeted lists of coppersmiths businesses that can be customized to your precise specifications.
How to Evaluate Sales Staff
Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share hire quality candidates and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to coppersmiths businesses.
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