Capitalizing on Niche Markets
Selling to Private Clubs
Many private clubs present possibilities for emerging companies to tap into new revenue streams. Here are some of the things that are required to sell to private clubs in today's marketplace.
The world is an uncertain place for emerging businesses and businesses are constantly adapting their sales approaches to respond to market demands.
Good sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target private clubs. Whether you're an emerging seller or a seasoned veteran, here are a few of the tools you need to have in your toolbox.
How to Sell to Private Clubs
After you have established contact with a prospect, how do you close the sale?
Like many of us, private club business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at private clubs 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.
How to Find Private Club Leads
Leads drive sales cycles. The first step in lead generation is to analyze the local market. From there, you can expand your search to include the yellow pages, Internet searches and trade listings.
The names of private clubs you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward private clubs.
Know Your Products
In the real world, most private clubs aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, a unique value proposition can be the deciding factor in conversions. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to private clubs, your sales force has to be educated in service features and be prepared to resolve customer concerns during the sales cycle.
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