Capitalizing on Niche Markets
Selling to Paint Removal and Stripping Businesses
In spite of high levels of competition, there is a big growth opportunity for new businesses to enter the B2B paint removal and stripping business market. If your offerings appeal to this market, it's time to learn how to sell to paint removal and stripping businesses in the new economy.
The world is an uncertain place for emerging businesses and businesses are constantly adapting their sales approaches to respond to market demands.
If selling to paint removal and stripping businesses is your core business, your odds of success increase dramatically when you incorporate a few proven resources and techniques into the selling process.
The paint removal and stripping business industry is relationship-based. Businesses that sell in the industry rely on industry contacts for leads and other aspects of the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to train your team in networking strategies and proactively model relational sales techniques.
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they conduct research on the specific paint removal and stripping businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with paint removal and stripping businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can improve your competitive position.
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 paint removal and stripping 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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