Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting – but ultimately achievable business goal.
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For small businesses that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
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 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 tapping services.
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.
With tapping services going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the anchor for all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can improve your company's interactions with customers and prospects. If you don't currently use CRM, you're missing out on a valuable selling resource. 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 tapping service industry, the inefficient use of CRM can put your business at a competitive disadvantage.
Ready to learn more? You may find these additional resources to be of interest.
If you currently own a tapping service, you are in the wrong spot. These resources will come in handy:
If you want sales tips for doing business in a different industry, peruse our alphabetical directory of sales guides below.