Selling to Businesses
Selling to Repair and Remodeling Insurance Businesses
It takes a strategy that incorporates skills and determination to be successful selling to repair and remodeling insurance businesses. The implementation of these techniques for selling to the repair and remodeling insurance business market will move you significantly closer to your sales goals.
No one said selling would be easy. So it shouldn't come as a surprise that new customer acquisitions in this industry is a lofty ambition that demands diligence and respect.
Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the repair and remodeling insurance business industry where small oversights can translate into losses in market share.
Direct Marketing Strategies
Direct marketing is an effective way to sell to repair and remodeling insurance 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 platform for relationships with repair and remodeling insurance businesses that can benefit from your products or services.
The challenge with 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 repair and remodeling insurance businesses that generate sales revenue and repeat business.
Casting a Broad Net
The first step in selling to repair and remodeling insurance businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to repair and remodeling insurance businesses.
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