Ambition and confidence are excellent personality traits for sales professionals. But selling to spools businesses requires more than a desire to succeed.
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Your approach will vary according to your situation and your company's unique sales objectives. But overall, there are several things you will need to consider when devising a system for selling to spools businesses.
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High Impact Strategies
Successful sales strategies leverage cost efficiencies to deliver higher profit margins. In many cases, these strategies focus on fully utilizing resources that already exist in your organization.
By coordinating your business' sales and marketing strategy with resources such as your company website, social media presence and PR initiatives, you can dramatically increase the ROI of the resources you use to sell to spools businesses.
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 conversation 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 spools 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.
Your sales force is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team lacks the expertise and resources to perform at the highest levels.
Most spools businesses appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in techniques for service after the sale.
We think you may find these additional resources to be of interest.
If you currently own a spools 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.