Capitalizing on Niche Markets

Selling to Parking Garages

Today's top parking garages understand the value of every dollar. If your offerings appeal to this market, it's time to learn how to sell to parking garages in the new economy.

There's no such thing as an easy B2B sale. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.

Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the parking garage industry where simple blunders can translate into losses in market share.

Benefits of Networking

Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with parking garages.

But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through skillful networking will be leads that you had never considered before.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can fine tunes prospecting performance and conversion ratios. 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, the type of people you meet is just as important as the number of people you meet when prospecting for parking garages.

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.

How to Sell to Parking Garages

After you have established contact with a prospect, how do you close the sale?

Like many of us, parking garage business owners are extremely busy and have no time for long sales pitches. 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 parking garages you call on may not even be the decision maker, making it necessary to quickly locate the real decision maker and adjust your approach accordingly.

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