Niche Sales Strategies
Selling to Dry Mixed Concrete Businesses
The word is out that many dry mixed concrete businesses are expanding, and small businesses are hoping to target sales prospects in this market. For businesses that market to dry mixed concrete businesses, the focused selling strategies discussed in this article can be the key to gaining a foothold in the industry.
There are no one-size-fits-all strategies for selling to dry mixed concrete businesses. The basis for success is the same as it is in many other industries.
Young businesses need to develop a comprehensive sales plan that is built on industry fundamentals.
Know Your Products
In the real world, most dry mixed concrete businesses aren't interested in one-size-fits-all product lines. Before they commit to a purchase, 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 about product specifications and support. If you're selling a service to dry mixed concrete businesses, your sales force has to be educated in service features and be prepared to resolve customer concerns during the sales cycle.
Whenever possible, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed dry mixed concrete business sales targets.
Incentives don't have to be cost-prohibitive -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
How to Generate Solid Leads
There aren't any standard rules for generating solid sales leads. However, leading sellers typically adopt a systematic approach inlead generation. When possible, businesses that sell to dry mixed concrete businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the incorporation of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for dry mixed concrete business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.
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