Selling to Handyman Services
Good news! There is a big growth opportunity for new businesses to enter the B2B handyman service market. Don't forget that handyman services aren't easy sales marks -- here's what you'll need to compete in today's market.
Initiative and perseverance are admirable characteristics for sales professionals. But selling to handyman services requires more than an impeccable work ethic.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Sales Team Considerations
The majority of businesses that sell to handyman services take a team sales approach.
Although your team may be comprised 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 mavericks 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 become role models for teamwork.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy is fair game for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of handyman service customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance 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 handyman services.
Lead lists are helpful 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.
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