Selling to Businesses
Selling to Roofing Contractors Businesses
Many roofing contractors businesses present possibilities for emerging companies to tap into new revenue streams. For entrepreneurs that market to roofing contractors businesses, the upside is that a strong selling approach can lead to fast conversions in this market.
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
If your sales strategies fall flat, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to deliver results.
How to Sell to Roofing Contractors Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, roofing contractors business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at roofing contractors businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and closing rates. However, it's important to make sure your sales force isn't so focused on meeting new people 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 roofing contractors businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy is fair game for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that underperform in the area of ROI.
For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of roofing contractors business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
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