Sales Techniques By Market
Selling to Food Service Industrial Businesses
The word is out that many food service industrial businesses are expanding, and small businesses are striking while the iron's hot. For businesses that target food service industrial businesses, the good news is that the right sales strategy can lead to quick gains in this market.
Ambition and confidence are excellent personality traits for sales professionals. But selling to food service industrial businesses requires more than an impeccable work ethic.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the implementation of proven sales techniques more important than ever.
Sales Strategy Tips
Effective food service industrial business sales strategies are concerned about both sales techniques and ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be prioritized.
Also, it's important to avoid a silo approach to food service industrial business sales. Companies that strictly segment their sales units fall behind in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.
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 food service industrial 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.
How to Sell to Food Service Industrial Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, food service industrial 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 food service industrial 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.
Share this article
Additional Resources for Entrepreneurs