Not surprisingly, banquet facilities play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
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Good sales teams combine personal motivation with a set of tools that equips them to address sales cycles that target banquet facilities. Whether you're an emerging seller or a seasoned veteran, here are a few of the tools you need to have in your toolbox.
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CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, you're missing out on a valuable selling resource. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B banquet facility industry, the inefficient use of CRM can put your business at a competitive disadvantage.
Sales & Marketing Tips
Some B2B banquet facility suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways banquet facility owners access information. Traditional channels like direct mail and telemarketing can be effective, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying banquet facility 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 banquet facility lead lists to B2B sellers.
Sales Team Considerations
Most of the businesses that sell to banquet facilities utilize a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
Given your interest in selling and in banquet facilities, you might find these additional resources to be of interest.
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