B2B Selling Advice
Selling to Indoor Golf Courses
Without a doubt, indoor golf courses are high value sales targets in today's marketplace. The challenging part is devising a sales approach that captures the attention of high value prospects.
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, eager to earn their share of the profits. Competition can be tight, so new businesses need to be intentional about the way they approach indoor golf courses.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes ignore cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of indoor golf course customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
How to Sell to Indoor Golf Courses
Once your foot is in the door, how do you close the sale?
Like many of us, indoor golf course business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and clearly communicate your main points first.
In some instances, your initial contact at indoor golf courses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
Market Aggressively
Effective marketing factors into indoor golf course sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.
A large portion of your marketing efforts should focus on maximizing the number of leads that are funneled to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.
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