Winning With Niche Market Sales
Selling to Talent Agencies and Casting Services
It takes a unique combination of skills and determination to be successful selling to talent agencies and casting services. For adequately equipped companies, talent agencies and casting services offer a reliable source of income .
There are no magic formulas for selling to talent agencies and casting services. The basis for success is the same as it is in many other industries.
These days, intelligence and hard work are two things that never go out of style � especially for companies that sell to talent agencies and casting services.
How to Find Talent Agency & Casting Service Leads
Leads are the foundation of successful selling. The first step in lead generation is to evaluate the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of talent agencies and casting services you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most reliable source of qualified sales leads is often a third-party lead list provider. For consistently 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 talent agencies and casting services.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific talent agencies and casting services that they want to add to their customer roster.
Since relationships can be critical in closing sales, meetings with talent agencies and casting services leaders and their staff can establish a basis for the sales cycle. These meetings can also provide information that can improve your competitive position.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to talent agencies and casting services.
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