Selling to Businesses
Selling to Retaining Rings Businesses
Most retaining rings businesses have lean financials and demanding schedules. If your company has a history of not making your sales quotas, maybe it's time to start selling to retaining rings businesses.
In the current business climate, retaining rings businesses are looking for reliable products and great values.
The process of moving retaining rings businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Know Your Products
The truth is most retaining rings businesses aren't interested in undifferentiated, non-specific product and service offerings. Before they make a purchasing decision, they want to know everything there is to know about your product.
In this industry, product details can be the deciding factor in conversions. It's critical for your sales team to be knowledgeable and smart. If you're selling a service to retaining rings businesses, your sales force has to be educated in service features and be prepared to resolve customer concerns during the sales cycle.
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 adding names to their contact list 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, the type of people you meet is just as important as the number of people you meet when prospecting for retaining rings businesses.
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.
Collaborative Strategies
Cooperation is a key feature of companies that succeed in selling to retaining rings businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.
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