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Capitalizing on Niche Markets

Selling to Plant Rental and Leasing Businesses

These days, unpredictability is the only constant for plant rental and leasing businesses. To dominate in the plant rental and leasing business industry, you'll need to flawlessly execute fundamental selling techniques.

Not surprisingly, plant rental and leasing businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.

A strong value proposition and a great strategy are requirements for companies who sell to plant rental and leasing businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of tried and true sales principles.

Role of Owners & Managers

Owners and managers play an active role in selling to plant rental and leasing businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.

Know the Competition

Companies who sell to plant rental and leasing businesses face no small amount of competitive pressure.

Like it or not, there are many other businesses that share your product focus. Subsequently, plant rental and leasing businesses are regularly targeted for prospecting and tend to be very knowledgeable about their buying options.

By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, discussions with plant rental and leasing businesses themselves may be the best source of information.

Marketing Channels for Plant Rental & Leasing Businesses

Although the ways in which sellers market their products are extremely diverse, there is one truth that applies to all plant rental and leasing business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.

Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.

Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a high volume of leads that are up-to-date and targeted to high-converting prospects. In our experience, Experian Business Services has the largest and most accurate database of plant rental and leasing businesses on the market.

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