How to Increase Business Sales
Selling to Moving and Storage Businesses
Entrepreneurs that market to moving and storage businesses face internal and external obstacles to success. The challenging part is crafting a selling strategy that captures the attention of the industry's major players.
Penetrating the world of moving and storage businesses can require complex sales and marketing strategies.
If selling to moving and storage businesses is your primary revenue stream, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
Reaching Prospective Customers
Prospecting is the process of identifying potential customers and converting them to qualified leads.
Networking can dramatically improve your team's prospecting abilities and closing rates. 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 moving and storage businesses.
Lead lists are advantageous 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.
Role of Owners & Managers
Owners and managers should expect to be active participants in selling to moving and storage businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
Niche Selling
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the moving and storage business industry, niches can be based on location, business size or sub-specialties within the industry. For niche sellers, market research is a non-negotiable. Don't assume that there will be demand for a niche product line unless you have done your homework and can support your expectations with solid research.
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