Niche Sales Strategies
Selling to Dance Companies
No doubt about it, dance companies are valuable sales prospects for companies that are prepared for a an uphill selling battle. The challenging part is designing a sales plan that gets your products noticed by high value prospects.
In today's economy, even small mistakes affect your company's bottom line and impede your selling success.
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.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific dance companies that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with dance companies leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can give your business a competitive edge.
The dance company industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to encourage networking strategies and proactively model relational sales techniques.
How to Find Dance Company Leads
Leads are the foundation of successful selling. The first step in lead generation is to survey the local market. From there, you can widen the field to include the yellow pages, Internet searches and trade listings.
The names of dance companies you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable 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 accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward dance companies.
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