Some Spacesaver sales reps have had many years of success at selling projects under various contracts. Here are some tips from them:
- Understand that contracts shut out your competition. Contract fees might slightly cut into your margins, but these are easy sales — and our most successful contract sellers realize that a done deal is worth five or six deals that have to go through the bid process.
- If your prospective client is eligible to be a member of NJPA or another contract but is not yet a member, show them a list of members in your state and / or recent projects in your area that were completed under that contract. Once they see that nearby police departments, tribes, nonprofit organizations, and other entities have joined, they will be more likely to sign up as well. Member lists can be found here.
- More to come!