Niche Sales Strategies
Selling to Dog and Horse Racing Businesses
To be sure, dog and horse racing businesses are excellent sales targets -- and that presents an opportunity to entrepreneurs who are eager to get in on the action. For adequately equipped companies, dog and horse racing businesses offer a reliable source of income .
Not surprisingly, dog and horse racing businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
The process of converting dog and horse racing businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Sales & Marketing Tips
Some B2B dog and horse racing business suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways dog and horse racing business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying dog and horse racing business leads, you will struggle to gain traction in the industry.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable dog and horse racing business lead lists to B2B sellers.
Gain a Competitive Edge
In business, the payoff for drive and ambition is conversions.
Professional B2B sellers appreciate the need for flexibility when dealing with dog and horse racing businesses and regularly adapt their sales strategy to the marketplace. By aggressively pursuing strategy development and execution, these companies give themselves an edge over the competition.
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to dog and horse racing businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
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