Capitalizing on Niche Markets
Selling to Parking Businesses
The difficulty with selling to parking businesses is that misguided efforts can threaten your entire business model. With these useful selling tips, you can improve your sales model and increase your returns when selling to parking businesses.
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
The process of converting parking businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with parking businesses.
But more importantly, a strategy that emphasizes networking dramatically boosts leads and referrals. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
Sales Incentives
Whenever possible, you want your sales force to be self-motivated to perform at a high level. But to sweeten the deal, consider offering sales incentives to sales reps that exceed parking business sales targets.
Incentives don't have to be pricey -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Muddy messaging dilutes the sales cycle and frustrates prospective customers' efforts to discern the value of your products.
For maximum impact, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.
The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although there are multiple ways to generate leads, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of parking businesses that can be customized to your precise specifications.
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