As it turns out, farms play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
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Companies that market to farms have to be prepared to communicate their product strengths to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to farms.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Unfocused messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a single, unified strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of farms that can be customized to your precise specifications.
Sales Team Considerations
Most of the businesses that sell to farms utilize a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling 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 incorporate teamwork into their leadership styles.
CRM (Customer Relationship Management) technology is highly familiar to most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. For those who do not have a good lead management system, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B farm industry, the inefficient use of CRM can put your business at a competitive disadvantage.
Given your interest in selling and in farms, you might find these additional resources to be of interest.
If you currently own a farm, you are in the wrong spot. These resources will come in handy:
If you want sales tips for doing business in a different industry, peruse our directory of sales guides below.