Selling to Harvesting Businesses
These days, change is the only constant for harvesting businesses. With a careful strategy, your business can achieve financial success selling to harvesting businesses.
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
A strong value proposition and a great strategy are requirements for companies who sell to harvesting businesses. Although there are market challenges, new entries to the marketplace can gain traction by applying a handful of tried and true sales principles.
How to Generate Solid Leads
There aren't any cut and dry rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to harvesting businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the incorporation of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for harvesting business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.
Why Should a Prospect Buy From You?
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to harvesting businesses because in this industry, tight sales and marketing budgets are the norm, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Start with good market research, which is a prerequisite for profitability in this industry. Effective sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific harvesting businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with harvesting businesses 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.
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