Sales Tips
Selling to Holding Companies Businesses
For many entrepreneurs, selling to holding companies businesses is key for profitable company growth. We'll tell you how to get past selling hurdles in the holding companies business market and dominate the rest of the field.
Ambition and confidence are admirable characteristics for sales professionals. But selling to holding companies businesses requires more than an impeccable work ethic.
With market momentum on their side, entrepreneurs are streaming into the marketplace, eager to earn their share of the profits. Competition can be tight, so new businesses need to be intentional about the way they approach holding companies businesses.
How to Sell to Holding Companies Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, holding companies 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 holding companies businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
Marketing Channels for Holding Companies Businesses
Although the ways in which sellers market their products are extremely diverse, there is one truth that applies to all holding companies business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.
Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.
Best-in-class businesses routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a large quantity of leads that are up-to-date and targeted to the kinds of prospects that are most likely to respond to your products. In our experience, Experian Business Services has the largest and most accurate database of holding companies businesses on the market.
Customer Profiles
New entries to the holding companies business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value holding companies business leads.
In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. In general, holding companies businesses are very skilled at spotting B2B companies that don't have industry awareness and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Share this article
Additional Resources for Entrepreneurs