Resources for Entrepreneurs

Smart Sales Strategies for Niche Markets

Selling to Gas Companies

For many entrepreneurs, selling to gas companies can be a pathway to profitable company growth. We'll tell you how to conquer selling challenges in the gas company market and dominate the rest of the field.

Most gas companies depend on distributors and vendors. As such, many B2B companies build their business plans around sales to gas companies.

The best sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target gas companies. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.

Market Intelligence

Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.

More importantly, they conduct research on the specific gas companies that they want to add to their customer roster.

Since relationships are an important part of the selling process, meetings with gas companies leaders and their staff can establish a basis for the sales cycle. These meetings can also provide information that can give your business a competitive edge.

Review Mechanisms

It's also important to implement regular review mechanisms to evaluate the effectiveness of both your sales team and your strategy. Internal review processes should be based on quantifiable data as well as direct input from gas companies themselves.

If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.

Marketing, Promotions & PR

Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with gas company owners, these companies blanket the market with high-priced marketing content in hopes of gaining quick momentum with buyers.

Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.

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