Sales Advice By Market
Selling to Airport Businesses
If your company is having trouble reaching sales targets, take a minute and read our tips on selling to airport businesses. For business sellers prepared to compete, airport businesses offer a reliable source of income .
There are no one-size-fits-all strategies for selling to airport businesses. The basis for success is the same as it is in many other industries.
A strong value proposition and a great strategy are requirements for companies who sell to airport businesses. Although there are market challenges, new entries to the marketplace can gain traction by applying a handful of proven sales principles.
Industry Experience
In airport business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to be acquainted with the concerns of a typical airport business.
B2B sellers who lack industry experience can supplement the shortfall by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, airport businesses may also be more friendly to sellers within their network, so it's important to expand your industry contact base as quickly as possible.
Sales Team Considerations
Most of the businesses that sell to airport businesses take a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling 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.
Focused Messaging
Effective lead generation processes are vital for firms that sell to airport businesses. Sales teams should be trained in basic lead generation as well as your company's typical prospecting routines. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Don't forget that airport businesses are educated buyers who can spot an empty value proposition from a mile away. To get their attention, you'll need to create highly focused sales messages that leverages your product's differentiated features.
Share this article
Additional Resources for Entrepreneurs