Winning With Niche Market Sales
Selling to Tennis Racket Restringing and Repairing Businesses
Without a doubt, tennis racket restringing and repairing businesses are high value sales targets for businesses with an eye on growth. If your offerings appeal to this market, it's time to learn how to sell to tennis racket restringing and repairing businesses in the current business climate.
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
More often than not, the best B2B businesses achieve success through the consistent application of proven selling concepts. That's especially true in the tennis racket restringing and repairing business industry where simple blunders can translate into losses in market share.
How to Find Tennis Racket Restringing & Repairing Business Leads
Leads drive sales cycles. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of tennis racket restringing and repairing businesses you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.
But the most accurate 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 updated and sorted lead lists that can be used for direct mail and other marketing efforts directed toward tennis racket restringing and repairing businesses.
How to Evaluate Sales Staff
Regular sales force reviews are necessary 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 improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to tennis racket restringing and repairing businesses.
Niche Selling
New businesses that target the entire marketplace face a difficult task. A better approach is to tailor your business model to an underserved niche.
In the tennis racket restringing and repairing business industry, niches can be based on location, business size or sub-specialties within the industry. 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.
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