Resources for Entrepreneurs

Winning With Niche Market Sales

Selling to Travel Clubs and Services Businesses

There's no question that travel clubs and services businesses are excellent sales targets -- and that makes them attractive to sellers who are eager to get in on the action. Don't forget that travel clubs and services businesses aren't easy sales marks -- here's what you'll need to convert prospects into customers.

Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that landing new customers in this industry is a lofty ambition that demands diligence and respect.

If your sales strategies lack horsepower, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to deliver results.

Create a Plan

There is nothing haphazard about effective travel clubs and services business sales. The industry is filled with educated buyers who know their way around the marketplace.

As a result, top B2B sellers know better than to leave anything to chance. Before they initiate contact with prospects, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and other key elements. Although you might be able to get away with anemic planning in some industries, the travel clubs and services business industry will crush your business dreams unless you go into it with a carefully crafted blueprint.

Focused Messaging

Effective lead generation processes are vital for firms that sell to travel clubs and services businesses. Sales teams should be trained in basic lead generation as well as your company's typical prospecting routines. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the time requirements for gathering prospect contact information.

But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Keep in mind that travel clubs and services businesses are educated buyers who know a hollow sales pitch when they hear it. To get their attention, you'll need to create highly focused sales messages that highlight your products' main selling points.

Sales Team Considerations

Most of the businesses that sell to travel clubs and services businesses take a team sales approach.

Although your team may be comprised of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.

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