Niche Sales Strategies
Selling to Dinner Theaters
It's common knowledge that many dinner theaters are expanding, and smart vendors are striking while the iron's hot. Here's how to sell to dinner theaters in the current business climate.
Many dinner theaters depend on distributors and vendors. So, many B2B companies build their business plans around sales to dinner theaters.
Businesses that sell to dinner theaters have to be prepared to communicate their product strengths to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to close sales with dinner theaters.
Sales & Marketing Tips
Some B2B dinner theater suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways dinner theater owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Leading B2B sales teams recognize the importance of reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying dinner theater leads, it will be difficult to capture a meaningful share of the market.
If your sales force is floundering in the area of lead generation, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable dinner theater lead lists to B2B sellers.
Know the Competition
Companies who sell to dinner theaters face a crowded and competitive marketplace.
Although it may not seem like it, there are many other businesses that sell similar product lines. Subsequently, dinner theaters are regularly targeted for prospecting and tend to be extremely savvy about their buying options.
By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, discussions with dinner theaters themselves may be the best source of information.
How to Sell to Dinner Theaters
After you have established contact with a prospect, how do you close the sale?
Like many of us, dinner theater business owners are extremely busy and have no time for long sales pitches. As a rule, be respectful of your customers' time constraints and clearly communicate your main points first.
In some instances, your initial contact at dinner theaters you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
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