Winning With Niche Market Sales
Selling to Table and Chair Rental Businesses
If your company is missing sales benchmarks, take a minute and read our tips on selling to table and chair rental businesses. To dominate in the table and chair rental business industry, you'll need to pay attention to the basics.
Over the past several years, table and chair rental businesses have experienced slow, but steady growth.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. On the upside table and chair rental businesses are plentiful, but the challenge is to acquire and retain new accounts.
CRM (Customer Relationship Management) technology is highly familiar to most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B table and chair rental business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can enhances the value of prospecting 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 table and chair rental businesses.
Lead lists are helpful 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.
In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to sweeten the deal, consider offering sales incentives to sales reps that exceed table and chair rental 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.
Share this article
Additional Resources for Entrepreneurs