Resources for Entrepreneurs

Winning With Niche Market Sales

Selling to Travel and Tourism Schools

If you are looking for ways to grow sales, there is a big growth opportunity for emerging entrepreneurs to enter the B2B travel and tourism school market. Here is the information that will help you get started selling to this market.

A good sales strategy is the foundation of a solid revenue stream. So for businesses that sell to travel and tourism schools, there is no substitute for a strategic sales approach.

The details of your sales strategy 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 and tourism schools.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can dramatically improve your team's prospecting abilities 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 and tourism schools.

Lead lists are useful 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.

Casting a Broad Net

The first step in selling to travel and tourism schools is to take a broad approach to the marketplace. Strategies that focus exclusively on the local market are not likely to succeed in an environment that is becoming increasingly reliant on e-commerce and other long distance marketing channels.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to expand your territory 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.

Role of Owners & Managers

Owners and managers are active players in selling to travel and tourism schools. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.

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