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Selling to Businesses

Selling to Recycling Centers

For many entrepreneurs, selling to recycling centers is key for small business success. Here's how to sell to recycling centers in the new economy.

In today's economy, recycling centers are looking for quality and affordability.

In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately recycling centers 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 conversion ratios. 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, quality is just as important as quantity when prospecting for recycling centers.

Lead lists are useful 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.

Educate Your Sales Force

In the real world, most recycling centers aren't interested in one-size-fits-all product lines. Before they make a purchasing decision, they want to know everything there is to know about your product.

In this industry, a unique value proposition can be the deciding factor in conversions. It's imperative for your sales team to be knowledgeable and informed. If you're selling a service to recycling centers, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.

High Impact Strategies

Successful sales strategies leverage low-cost resources to achieve maximum results. In many cases, these strategies focus on fully utilizing resources that already exist in your organization.

By coordinating your business' sales and marketing strategy with resources such as your company website, social media presence and PR initiatives, you can dramatically increase the ROI of your efforts to reach top-tier recycling centers.

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