Capitalizing on Niche Markets
Selling to Pipes Cutting and Threading Businesses
To be sure, pipes cutting and threading businesses are major players in a growth industry -- and that makes them attractive to vendors who want to improve bottomline profits. To achieve success in the pipes cutting and threading business industry, you'll need to pay attention to the basics.
In the modern marketplace, even small mistakes affect your company's bottom line and impede your selling success.
The process of converting pipes cutting and threading businesses from prospects to satisfied customers doesn't just happen. It takes proactive action from owners and managers to create a strategy that connects your products to your customer base.
How to Sell to Pipes Cutting & Threading Businesses
After you have qualified a lead, how do you close the sale?
Like many of us, pipes cutting and threading business business owners are busy professionals operating on tight schedules. 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 pipes cutting and threading businesses 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.
Educate Your Sales Force
In the real world, most pipes cutting and threading businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, differentiation can be the deciding factor between a close and your prospect going with a competitor's product. It's crucial for your sales team to be knowledgeable and informed. If you're selling a service to pipes cutting and threading businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
Reaching Prospective Customers
Prospecting turns names into promising 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 conversation 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 pipes cutting and threading businesses.
Lead lists are helpful 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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