Niche Sales Strategies
Selling to Dust Collection Equipment and Systems Businesses
In today's business environment, uncertainty is the only constant for dust collection equipment and systems businesses. Here's what you'll need to sell to dust collection equipment and systems businesses in this business climate.
Over the past several years, dust collection equipment and systems businesses have experienced moderate growth rates compared to other businesses.
Your approach will vary according to your circumstances and your company's unique sales objectives. But overall, there are several things you will need to consider when devising a system for selling to dust collection equipment and systems businesses.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for dust collection equipment and systems businesses.
Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
How to Sell to Dust Collection Equipment & Systems Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, dust collection equipment and systems business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and clearly communicate your main points first.
In some instances, your initial contact at dust collection equipment and systems businesses you call on may not even be the decision maker, making it necessary to quickly locate the real decision maker and adjust your approach accordingly.
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to dust collection equipment and systems businesses should narrow their search to highly ambitious and focused candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team-based track record will ultimately hamper your sales efforts, no matter how good they look on paper.
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