Developing a rental service for the construction industry.
Although the business is currently successful due to favorable external conditions, a recession is anticipated in a few years, and building a new foundation for growth is necessary.
The company’s market share is currently small, but it has set its sights on a large construction company with a substantial share in the construction industry as an important future goal.
To increase the share of the large construction company, it has been decided that referral sales within the client’s company are more effective than expanding sales through telephone calls, which has been the method used until now.
The company has implemented a structure for referral sales and staff education.
Result Creation Process
Results
[Achievement]
Increased share in the target company.
Increased unit price of each customer by strengthening relationships.
[System]
Creation of a winning pattern for referral sales.
Standardization of sales talk tools, etc. for the practice of the winning pattern.
Construction of management system for referral sales.
