Sales Tips
Selling to Historical Preservation and Restoration Services
You'll need a unique combination of innovation and hard work to be successful selling to historical preservation and restoration services. For business sellers prepared to compete, historical preservation and restoration services offer a reliable source of income .
Despite robust demand for products sold to historical preservation and restoration services, penetrating the market can be daunting.
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.
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 meeting new people 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 historical preservation and restoration services.
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.
Sales Team Considerations
Most of the businesses that sell to historical preservation and restoration services leverage a team sales approach.
Although your team may be comprised of individual sales reps, each rep has to recognize their role in the team 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.
Developing a Marketing Plan
A solid marketing plan is the foundation of a successful sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your products will never see the light of day.
Keep in mind that historical preservation and restoration services are busy operations with little patience for drawn out sales meetings and follow-up cycles.
A strong marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan serves up an intentional selling strategy that is hard to beat.
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