Niche Customer Sales Tactics

Selling to Water Well Locating Businesses

First tier water well locating businesses work with vendors who can help them be more successful. If you're tired of sitting on the sidelines, maybe it's time to start selling to water well locating businesses.

Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to water well locating businesses.

In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. On the upside water well locating businesses are plentiful, but the challenge is to acquire and retain new accounts.

Marketing Channels for Water Well Locating Businesses

Even though companies market their products in many different ways, there is one truth that applies to all water well locating business marketing strategies -- no single marketing channel is capable of reaching large quantities of B2B buyers.

Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.

Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a large quantity of leads that are up-to-date and targeted to high-converting prospects. In our experience, Experian Business Services has the largest and most accurate database of water well locating businesses on the market.

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 be enough 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 improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to water well locating businesses.

Research the Market

Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.

More importantly, they research and evaluate the specific water well locating businesses that they want to add to their customer roster.

Since relationships are an important part of the selling process, meetings with water well locating businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can give your business a competitive edge.

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