Resources for Entrepreneurs

How to Increase Business Sales

Selling to Mobile Offices and Commercial Units Businesses

You'll need the right mix of innovation and hard work to be successful selling to mobile offices and commercial units businesses. We'll tell you what it takes to overcome selling hurdles in the mobile offices and commercial units business market and dominate the competition.

Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to mobile offices and commercial units businesses.

In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately mobile offices and commercial units businesses are plentiful, but the challenge is to acquire and retain new accounts.

Casting a Broad Net

The first step in selling to mobile offices and commercial units businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.

Sales Team Considerations

Many businesses that sell to mobile offices and commercial units businesses utilize 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 solo sales 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.

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 adding names to their contact list 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, quality is just as important as quantity when prospecting for mobile offices and commercial units businesses.

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.

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