Capitalizing on Niche Markets
Selling to Pole and Post Frame Buildings Businesses
To be sure, pole and post frame buildings businesses are major players in a growth industry -- and that makes them attractive to entrepreneurs who have aggressive revenue targets. With these useful selling tips, you can improve your sales model and improve your results when selling to pole and post frame buildings businesses.
Although there is a strong market for products geared toward pole and post frame buildings businesses, penetrating the market can be challenging.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. The good news is that pole and post frame buildings businesses can be found throughout the nation, but the challenge is to acquire and retain new accounts.
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 meeting new people 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 pole and post frame buildings 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.
Sales Incentives
Ideally, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed pole and post frame buildings business sales targets.
Incentives don't have to be cost-prohibitive -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Hiring Staff
Your sales force is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team isn't prepared for the job at hand.
Most pole and post frame buildings businesses appreciate the value of sales professionals who are conversant in the industry and knowledgeable about their product lines. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in the processes that are required to maintain the customer relationship after they have closed the sale.
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