Niche Customer Sales Tactics
Selling to Wood Finishing, Refinishing, and Repair Services Businesses
Many wood finishing, refinishing, and repair services businesses present possibilities for emerging companies to earn profits. With a careful strategy, your business can achieve financial success selling to wood finishing, refinishing, and repair services businesses.
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
Businesses that sell to wood finishing, refinishing, and repair services businesses have to be prepared to communicate their product strengths to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to wood finishing, refinishing, and repair services businesses.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and closing rates. 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 wood finishing, refinishing, and repair services businesses.
Lead lists are advantageous 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.
Role of Owners & Managers
Owners and managers play an active role in selling to wood finishing, refinishing, and repair services businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Casting a Broad Net
The first step in selling to wood finishing, refinishing, and repair services businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
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