Overcoming the barriers of selling to tenant screening businesses can require complex sales and marketing strategies.
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Many tenant screening businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to tenant screening businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
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Developing a Marketing Plan
A robust marketing strategy is the basis of a winning sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your revenue stream will be weak.
Keep in mind that tenant screening businesses are fast-paced operations with little patience for unfocused sales discussions.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are well received by your customer base. When combined with a sales plan, a marketing plan serves up an intentional selling strategy that converts prospects to customers.
How to Find Tenant screening Business Leads
Leads are the foundation of successful selling. The first step in lead generation is to survey the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of tenant screening businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most reliable source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing updated and sorted lead lists that can be used for direct mail and other marketing efforts directed toward tenant screening businesses.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to tenant screening businesses.
Given your interest in selling and in tenant screening businesses, you might find these additional resources to be of interest.
If you currently own a tenant screening business, you are in the wrong spot. These resources will come in handy:
If you want to start a tenant screening business, we have some better resources for you:
If you want sales tips for doing business in a different industry, peruse our directory of sales guides below.