Niche Sales Strategies
Selling to Dance Clubs
There's no question that dance clubs are major players in a growth industry -- and that presents an opportunity to entrepreneurs who have aggressive revenue targets. The difficult part is designing a sales plan that captures the attention of high value prospects.
Penetrating the world of dance clubs can require complex sales and marketing strategies.
Don't be intimidated by the speed of the marketplace. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
Since sales and marketing are connected business activities, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and place a high premium on channels that funnel messaging directly to decision makers.
Despite the fact that there are multiple way to market to dance clubs, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of dance clubs. For many businesses, these lists establish a framework for the rest of the sales cycle.
New businesses that target the entire marketplace face a difficult task. A better approach is to tailor your business model to an underserved niche.
In the dance club industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless your assumptions are rooted in solid facts.
With dance clubs going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the centerpiece of 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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