Selling to an Industry
Selling to Country Clubs
The word is out that many country clubs are expanding, and small businesses are striking while the iron's hot. For entrepreneurs that market to country clubs, the good news is that the right sales strategy can lead to fast conversions in this market.
Many country clubs depend on distributors and vendors. So, many B2B companies build their business plans around sales to country clubs.
These days, initiative and strategy are two things that never go out of style � especially for companies that sell to country clubs.
Sales Incentives
Ideally, you want your sales force to be self-motivated to perform at a high level. But to inspire your team even further, consider offering sales incentives to sales reps that exceed country club sales targets.
Incentives don't have to break your budget -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Developing a Marketing Plan
A robust marketing strategy is the basis of a successful sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your products will never see the light of day.
Keep in mind that country clubs are busy operations with little patience for drawn out sales meetings and follow-up cycles.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that delivers results.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Confused messaging dilutes the sales cycle and frustrates prospective customers' efforts to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a comprehensive strategy.
The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although there is more than one way to capture lead contacts, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of country clubs that can be customized to your precise specifications.
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