There are no universal approaches for selling to travel books and maps businesses. The basis for success is the same as it is in many other industries.
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Your approach will vary according to your situation and your company's unique business model. But overall, there are several things you will need to consider when crafting a strategy to sell to travel books and maps businesses.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for travel books and maps businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
With travel books and maps businesses 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, you should also consider incorporating email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with travel books and maps businesses.
But more importantly, a strategy that emphasizes networking as a core sales activity inevitably drives more leads and referrals into your company. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
Given your interest in selling and in travel books and maps businesses, you might find these additional resources to be of interest.
If you have an existing travel books and maps business, you are in the wrong spot. Try these useful resources:
If you want to start a travel books and maps business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.