Resources for Entrepreneurs

Winning With Niche Market Sales

Selling to Tourist Information and Attractions Businesses

Good news! There is a big growth opportunity for emerging entrepreneurs to enter the B2B tourist information and attractions business market. We'll tell you what you need to do to overcome selling obstacles in the tourist information and attractions business market and outperform the competition.

No one said selling would be easy. So it shouldn't come as a surprise that landing new customers in this industry is a lofty ambition that demands diligence and respect.

For small businesses that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.

Casting a Broad Net

The first step in selling to tourist information and attractions businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.

Sales & Marketing Tips

Some B2B tourist information and attractions business suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that addresses the diverse ways tourist information and attractions business owners access information. Traditional channels like direct mail and telemarketing have value, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.

Top B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying tourist information and attractions business leads, it will be difficult to capture a meaningful share of the market.

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 tourist information and attractions business lead lists to B2B sellers.

Review Mechanisms

It's also important to design processes for the review of your sales force and selling strategy. Internal review processes should be based on quantifiable data as well as direct input from tourist information and attractions businesses themselves.

If necessary, don't hesitate to adjust your strategy or personnel mix to accommodate changes in the marketplace.

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