Sales Advice By Market
Selling to Airline Ticket Agencies
The word is out that many airline ticket agencies are experiencing growth trends, and smart vendors are striking while the iron's hot. To dominate in the airline ticket agency industry, you'll need to pay attention to the basics.
Not surprisingly, airline ticket agencies are subject to normal business demands; they're in the market for high quality products at reasonable prices.
Quality products, a good strategy and a lot of hard work are requirements for companies who sell to airline ticket agencies. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the airline ticket agency industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, market research is a non-negotiable. Don't assume that there will be demand for a niche product line unless the research confirms your expectations.
How to Find Airline Ticket Agency Leads
Leads are the foundation of successful selling. The first step in lead generation is to survey the local market. From there, you can expand your search to include the yellow pages, Internet searches and trade listings.
The names of airline ticket agencies 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 precise, targeted lead lists that can be used for direct mail and other marketing efforts directed toward airline ticket agencies.
With airline ticket agencies increasingly using the Internet to locate vendors, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the anchor for all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
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