December 1, 2020 is a daily online magazine covering small business news. We help entrepreneurs transform ideas and innovations into greatness.

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Selling to Niche Markets


Selling to Business and Professional Clubs

The trouble with selling to business and professional clubs is that misguided efforts can threaten your entire business model. Here's how to sell to business and professional clubs in the current business climate.

Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to business and professional clubs.
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Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, eager to earn their share of the profits. Competition is fierce, so new businesses have to be careful about the way they approach business and professional clubs.

Sales Strategy Tips

Effective business and professional club sales strategies combine sales and marketing techniques with an eye toward ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be prioritized.

Also, it's important to avoid a silo approach to business and professional club sales. Companies that strictly segment their sales units lag in the marketplace, especially when they compete against companies that encourage collaborative processes between sales, marketing and other units.

Strategy and ROI

The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to business and professional clubs because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can dramatically improve your team's prospecting abilities and closing rates. 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 business and professional clubs.

Lead lists are useful 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.

More Info on Selling

Ready to learn more? You may find these additional resources to be of interest.

Mailing Lists for Business and Professional Clubs

Sales Lead Scoring

Sales Prospecting

Conversation Board

What challenges have you experienced in marketing to business and professional clubs? How did you overcome those challenges and convert prospects to satisfied customers? If you have practical insights about selling in the business and professional club industry, we want to hear from you!

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Do You Own a Business & Professional Club?

If you have an existing business and professional club, you are in the wrong spot. These resources will come in handy:

Marketing a Business and Professional Club

Selling a Business and Professional Club

Thinking About Opening a Business & Professional Club?

If you hope to open a business and professional club, we have some better resources for you:

Starting a Business & Professional Clubs Business

More Guides on How to Sell to Niche Markets

If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.

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