Smart Sales Strategies for Niche Markets
Selling to Golf Equipment and Supplies Retail Businesses
In the current business climate, uncertainty is the only constant for golf equipment and supplies retail businesses. The implementation of these techniques for selling to the golf equipment and supplies retail business market will dramatically improve sales.
Not surprisingly, golf equipment and supplies retail businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
A strong value proposition and a great strategy are requirements for companies who sell to golf equipment and supplies retail businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for golf equipment and supplies retail businesses.
Lead lists are advantageous because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Role of Owners & Managers
Owners and managers are active players in selling to golf equipment and supplies retail businesses. Front line visibility is essential for large accounts, but your sales team can benefit from on-the-job partnerships with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Be Prepared for Tough Questions
The truth is most golf equipment and supplies retail businesses 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, differentiation 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 golf equipment and supplies retail businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
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