Winning With Niche Market Sales
Selling to Travel Marketing Businesses
If your company is struggling to hit sales goals, take a minute and read our advice on selling to travel marketing businesses. Here are some of the things that are required to sell to travel marketing businesses in today's marketplace.
Over the past several years, travel marketing businesses have experienced moderate growth rates compared to other businesses.
These days, initiative and strategy are two things that never go out of style – especially for companies that sell to travel marketing businesses.
In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed travel marketing business sales targets.
Incentives don't have to break your budget -- sometimes merely acknowledging a team member's exceptional effort is more valuable than an expensive incentive that lacks recognition or prestige.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with travel marketing businesses.
But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
Reaching Prospective Customers
Prospecting turns names into promising leads.
Networking can dramatically improve your team's prospecting abilities and closing rates. 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, quality is just as important as quantity when prospecting for travel marketing businesses.
Lead lists are advantageous because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
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