Not surprisingly, firewood businesses are subject to normal business demands; they respond to businesses that offer solid, affordable products.
(article continues below)
Companies that market to firewood businesses have to be prepared to demonstrate their value proposition to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to sell products to firewood businesses.
Inevitably, firewood businesses are constantly evolving to meet the needs of the marketplace. Companies that sell to firewood businesses should likewise adapt their approach to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a substantial disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
Reaching Prospective Customers
Prospecting turns names into promising leads.
Networking can dramatically improve your team's prospecting abilities and closing rates. 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 firewood businesses.
Lead lists are useful 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.
Customer Return on Investment
The best sales programs prioritize strategies based on customer ROI. This is especially important when selling to firewood businesses because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Ready to learn more? You may find these additional resources to be of interest.
If you currently own a firewood business, you are in the wrong spot. These resources will come in handy:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.