So, you've acquired a list of leads, and now you're faced with the task of contacting them to introduce your office relocation services to them? Business-to-business (B2B) sales such as this can be tricky, as prospects are often busy conducting their own work. But there are still several effective ways to convince prospects to buy your office relocation services, some of which we're going to discuss.
Two of the most important things to keep in mind...
1.That you need to quickly gather valuable insights that should be recorded in your CRM; such as determining if the prospect is considering or planning to move in the next 6-12 months. If they aren't planning an office relocation, then you should not be spending your time talking with them after the initial call.
2. The quality of your lead list will have a huge impact on the results. You have several option to chose from regarding sales and marketing data acquistion. For example, firmographic based lead list, industry specific lists, qualified leads, or even a combination of all 3. You should take some time to make sure you are starting with the sales leads that are going to have the best ROI for YOUR business.
Make Your Service Stand Out from Your Competitors
One technique that's helpful for boosting office relocation sales is to go above and beyond what your competitors are doing. First, take a few moments to familiarize yourself with competing service providers, taking note of their prices, guarantees, customer satisfaction, etc. Next, ask yourself: how can I make my service better than theirs? In most cases, you don't even need to make your service better; just make it unique and memorable.
Offer a Faster Turnaround Time
Among the most common factors cited that influences a prospect's decision on choosing a commercial office relocation service is their turnaround time. If a company takes several weeks to complete a move, it could hinder the prospect's ability to conduct his or her own work. This is why it's recommended that you focus on providing a fast turnaround for your office relocation services.
Post Customer Reviews and Testimonials
Positive customer reviews and testimonials will go a long ways in convincing prospects to purchase your office relocation services. According to one study (source), 61% of respondents said they were more likely to trust consumer reviews over their friends and family. By displaying reviews from past customers on your marketing material, you'll encourage new prospects to choose your office relocation services.
Identify Prospects' Concerns
If a prospect is hesitant to purchase your office relocation services, try to find out why. Maybe he or she is looking for a better price? Or perhaps the prospect doesn't trust your business just yet? Regardless, you need to identify the prospect's concerns so you can tackle them head-on.