Winning With Niche Market Sales
Selling to Travel Industry Businesses
As the market recovers, travel industry businesses are timidly rebounding from the Great Recession and are starting to reinvest. For companies that sell to travel industry businesses, the good news is that the right sales strategy can lead to fast conversions in this market.
In the modern marketplace, even small mistakes affect your company's bottom line and impede your selling success.
Many travel industry businesses expect to receive great service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to travel industry businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Know the Competition
Companies who sell to travel industry businesses face no small amount of competitive pressure.
Like it or not, there are many other businesses that sell similar product lines. Subsequently, travel industry businesses are regularly targeted for prospecting and tend to be very knowledgeable about their buying options.
By researching the competition, you gain the ability to differentiate your products and incorporate your unique product characteristics into your sales strategy. Although there are many ways to research your competitors, discussions with travel industry businesses themselves may be the best source of information.
Collaborative Strategies
Collaboration is a hallmark of companies that succeed in selling to travel industry businesses. Silo business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.
How to Generate Solid Leads
There aren't any cut and dry rules for generating solid sales leads. However, leading sellers typically adopt a systematic approach inlead generation. When possible, businesses that sell to travel industry businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for travel industry business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to geography area, demographic traits and other criteria.
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