Smart Sales Strategies for Niche Markets
Selling to Golf Instruction Businesses
Today's top golf instruction businesses appreciate the value of their buying dollars. To dominate in the golf instruction business industry, you'll need to pay attention to the basics.
In recent years, golf instruction businesses have experienced moderate growth rates compared to other businesses.
Your approach will vary according to your situation and your company's unique sales objectives. But overall, there are several things you will need to consider when crafting a strategy to sell to golf instruction businesses.
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 instruction 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.
Niche Selling
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the golf instruction business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless you have done your homework and can support your expectations with solid research.
Networking Tips
The golf instruction business industry is relationship-based. Businesses that sell in the industry rely on industry contacts for leads and other aspects of the sales cycle.
Lead lists are helpful in expanding your network, but only to the extent that your team invests time and effort to develop lead list contacts into long-term business relationships. As an owner or manager, you need to train your team in networking strategies and proactively model relational sales techniques.
Share this article
Additional Resources for Entrepreneurs