Selling to Businesses
Selling to Records and Document Storage and Management Businesses
There's no question that records and document storage and management businesses are major players in a growth industry -- and that presents an opportunity to entrepreneurs who are eager to get in on the action. Product quality, cost and customer service are all important considerations – so businesses that sell to records and document storage and management businesses need to demand excellence from their team.
Initiative and perseverance are admirable characteristics for sales professionals. But selling to records and document storage and management businesses requires more than an impeccable work ethic.
The process of converting records and document storage and management businesses from prospects to satisfied customers isn't a given. It takes a deliberate approach from owners and managers to create a strategy that is tailored to your product line and customer base.
Educate Your Sales Force
In reality, most records and document storage and management 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 in conversions. It's critical for your sales team to be knowledgeable about product specifications and support. If you're selling a service to records and document storage and management businesses, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with records and document storage and management business owners, these companies unleash an avalanche of high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
It's also important to regularly assess your personnel and overall selling strategy. Internal review processes should be based on quantifiable data as well as direct input from records and document storage and management businesses themselves.
If necessary, take action to reshuffle your strategy and team in order to accommodate changes in the marketplace.
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