{"id":136515,"date":"2023-11-01T06:38:21","date_gmt":"2023-11-01T10:38:21","guid":{"rendered":"https:\/\/wasteadvantagemag.com\/?p=136515"},"modified":"2023-11-01T06:38:21","modified_gmt":"2023-11-01T10:38:21","slug":"leveraging-the-sales-process-through-marketing","status":"publish","type":"post","link":"https:\/\/wasteadvantagemag.com\/leveraging-the-sales-process-through-marketing\/","title":{"rendered":"Leveraging the Sales Process Through Marketing"},"content":{"rendered":"

By identifying a potential unique selling proposition and building a sales process around it, waste management companies can differentiate and drive profitability and lay the groundwork for sustainable growth and a promising future.<\/em>
\nBy \u00a0Samuele Barrili<\/strong><\/p>\n

Standing out is no mere feat in the ever-evolving world of waste management and junk removal. With the emergence of many new entrants and a race to the bottom in pricing, the landscape can seem daunting for small businesses.<\/p>\n

However, every challenge provides an opportunity for those willing to change their approach. In this article, I will uncover how the sales process, anchored on a robust Unique Selling Proposition (USP), can offer groundbreaking solutions to the problems many in the industry face today.<\/p>\n

Understanding the Challenges<\/strong>
\nBefore we delve into the solution, let\u2019s better understand the problems at hand:<\/p>\n

    \n
  1. Race to the Bottom:<\/em> Many companies resort to a downward spiral of cutting prices without clear differentiation. This hurts profit margins and diminishes the perceived value of services offered.<\/li>\n
  2. Absence of a Real Sales Team:<\/em> Many waste management companies operate with minimal sales efforts, often relying solely on word of mouth or ad-hoc methods. This lack of a dedicated sales team results in missed opportunities and unpredictable revenue.<\/li>\n
  3. Random Pricing:<\/em> Without a strategic approach to pricing, companies often decide rates on the fly or base them on what competitors are charging. This randomness can lead to revenue losses and customer dissatisfaction.<\/li>\n<\/ol>\n

    USP: Your Beacon in the Storm<\/strong>
    \nAt the core of any successful marketing and sales strategy lies the USP. The USP is not just what makes you unique; it is your promise to your customers. For waste management and junk removal companies, this could be anything from an off-smell service (\u201cNo bad smell in your condominium thanks to our smell-free trucks\u201d), an environmentally-friendly process (\u201cWe recycle or resell all your waste and we give you a certification\u201d), a faster service (\u201cWe collect your waste in 120 minutes, or it\u2019s free\u201d), a dedicated system to unbreak the glass bottles (\u201cOur box collecting system does not destroy any glass bottle\u201d), and many others.<\/p>\n

    Benefits of a strong USP, include:<\/p>\n