Initiative and perseverance are admirable characteristics for sales professionals. But selling to shelving businesses requires more than an impeccable work ethic.
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A strong value proposition and a great strategy are requirements for companies who sell to shelving businesses. Although there are market challenges, new entries to the marketplace can gain traction by applying a handful of tried and true sales principles.
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In the B2B sector, sales and marketing are connected at the hip. To succeed in the shelving business industry, you'll need to gain a solid foothold with buyers. Leading sellers are intentional about using their marketing dollars to establish and maintain a strong industry presence. Cost is a factor, but any channel that can raise your visibility with prospects is worth considering.
Make sure you invest in a first-rate website. These days, shelving businesses frequently access vendors through online channels. An investment in a high quality, user-friendly website is a must.
Putting It All Together
Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to shelving businesses. It's often a combination of techniques that converts prospects to customers.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to tailor your business model to an underserved niche.
In the shelving business industry, niches can be based on location, business size or sub-specialties within the industry. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless your assumptions are rooted in solid facts.
Given your interest in selling and in shelving businesses, you might find these additional resources to be of interest.
If you currently own a shelving business, you are in the wrong spot. These resources will come in handy:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.