No one said selling would be easy. So it shouldn't come as a surprise that landing new customers in this industry is a daunting – but ultimately achievable business goal.
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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 street lighting contractors businesses.
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In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to inspire your team even further, consider offering sales incentives to sales reps that exceed street lighting contractors business sales targets.
Incentives don't have to break your budget -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and conversion ratios. 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, the type of people you meet is just as important as the number of people you meet when prospecting for street lighting 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) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Successful conversion rates begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to street lighting contractors businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team work ethic will ultimately hamper your sales efforts, no matter how good they look on paper.
Given your interest in selling and in street lighting contractors businesses, you might find these additional resources to be of interest.
If you currently own a street lighting contractors business, you are in the wrong spot. These resources will come in handy:
If you want to start a street lighting contractors business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.