Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
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These days, initiative and strategy are two things that never go out of style – especially for companies that sell to student housing and services businesses.
Reaching Prospective Customers
Prospecting turns names into promising 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 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 student housing and services businesses.
Lead lists are helpful 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.
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 student housing and services business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, market research is a non-negotiable. Don't assume that there will be demand for a niche product line unless the research confirms your expectations.
Why Should a Prospect Buy From You?
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to student housing and services businesses because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Given your interest in selling and in student housing and services businesses, you might find these additional resources to be of interest.
If you currently own a student housing and services business, you are in the wrong spot. These resources will come in handy:
If you want to start a student housing and services business, these resources should prove useful:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.