B2B Selling Advice
Selling to Ice Skating Rinks
The word is out that many ice skating rinks are experiencing growth trends, and small businesses are hoping to target sales prospects in this market. Don't forget that ice skating rinks aren't easy sales marks -- here's what you'll need to convert prospects into customers.
In recent years, ice skating rinks have become high value targets in the B2B sector.
Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the ice skating rink industry where small oversights can translate into losses in market share.
Sales & Marketing Tips
Some B2B ice skating rink suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that addresses the diverse ways ice skating rink 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.
Top B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying ice skating rink leads, you will have a hard time breaking into the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable ice skating rink lead lists to B2B sellers.
Sales Incentives
In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed ice skating rink sales targets.
Incentives don't have to be pricey -- sometimes merely acknowledging a team member's exceptional effort is more valuable than an expensive incentive that lacks recognition or prestige.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases the amount of influence you have with ice skating rinks.
But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through solid networking will be leads that are completely off your competition's radar.
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