A good sales strategy is worth it's weight in gold. So for businesses that sell to propane and natural gas businesses, there is no substitute for a strategic sales approach.
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The best sales teams combine personal motivation with a set of tools that equips them to address sales cycles that target propane and natural gas businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.
Customer Return on Investment
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to propane and natural gas businesses because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Direct Marketing Strategies
Direct marketing is an effective way to sell to propane and natural gas businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a foundation for relationships with propane and natural gas businesses that can benefit from your products or services.
The sticking point of direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of propane and natural gas businesses that generate sales revenue and repeat business.
Emerging sellers in the propane and natural gas business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward giving your sales unit the edge it needs to convert high value propane and natural gas business leads.
In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. In general, propane and natural gas businesses are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
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