Selling to Businesses
Selling to Resins Businesses
The area of resins businesses is fertile soil for fueling your company's growth. If your offerings appeal to this market, it's time to learn how to sell to resins businesses in the new economy.
The majority of resins businesses rely on third-party vendors for equipment, supplies and other products. As such, many B2B companies build their business models around sales to resins businesses.
Many resins businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to resins businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Know Your Products
In the real world, most resins 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, a unique value proposition can be the deciding factor in conversions. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to resins 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
Emerging B2B businesses are often tempted to buy their way into the market. Rather than taking the time to develop relationships with resins business owners, these companies flood the industry with high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, 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 resins businesses themselves.
If necessary, take action to reshuffle your strategy and team in order to accommodate changes in the marketplace.
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