Smart Sales Strategies for Niche Markets
Selling to Golf Businesses
The word is out that many golf businesses are experiencing growth trends, and smart vendors are striking while the iron's hot. With calculated planning, your business can tap into a sizable revenue base selling to golf businesses.
There are no magic formulas for selling to golf businesses. The basis for success is the same as it is in many other industries.
Young businesses need to develop a comprehensive sales plan that is built on industry fundamentals.
Putting It All Together
At the end of the day, there is no single strategy that can guarantee a close in your efforts to sell to golf businesses. It's often a combination of techniques that converts prospects to customers.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for golf businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Customer Profiles
Emerging sellers in the golf business market are advised to work up detailed customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value golf business leads.
In this industry, it is especially important to develop a customer-focused approach. In general, golf businesses are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
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