How to Sell to Niche Markets
Selling to Energy Services Businesses
If your business is having trouble reaching sales targets, put your phone on hold and take a look at our tips on selling to energy services businesses. We'll tell you how to conquer selling hurdles in the energy services business market and outsell the competition.
Initiative and perseverance are admirable characteristics for sales professionals. But selling to energy services businesses requires more than an impeccable work ethic.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately energy services businesses are plentiful, but the challenge is to acquire and retain new accounts.
Customer Profiles
Emerging sellers in the energy services business market are advised to profile key sales targets before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value energy services business leads.
In this industry, it is especially important to develop a customer-focused approach. In general, energy services businesses are very skilled at spotting B2B companies that lack an awareness of the issues that are important to them and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
How to Sell to Energy Services Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, energy services business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at energy services businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
Sales & Marketing Tips
Some B2B energy services business suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that considers the many ways energy services business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Leading B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying energy services business leads, you will have a hard time breaking into the market.
If your sales force is floundering in the area of lead generation, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable energy services business lead lists to B2B sellers.
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