Selling to an Industry
Selling to Custom Auto Painting Businesses
Businesses that market to custom auto painting businesses face internal and external barriers to success. Don't forget that custom auto painting businesses aren't easy sales marks -- here's what you'll need to compete in today's market.
Not surprisingly, custom auto painting businesses play by the same rules as any other type of business; they're in the market for high quality products at reasonable prices.
With diligence, hard work and a carefully crafted sales strategy on your side, it's possible to break into the industry and capture your share of the marketplace.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of custom auto painting business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
Sales & Marketing Tips
Some B2B custom auto painting business suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways custom auto painting business owners access information. Traditional channels like direct mail and telemarketing have value, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
The best B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying custom auto painting business leads, it will be difficult to capture a meaningful share of the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable custom auto painting business lead lists to B2B sellers.
Sales Team Considerations
Many businesses that sell to custom auto painting 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 model team-based behaviors throughout the organization.
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