Selling More
Selling to Used Sporting Goods Businesses
Many used sporting goods businesses present possibilities for emerging companies to earn profits. The challenging part is crafting a selling strategy that captures the attention of high value prospects.
No one said selling would be easy. So it shouldn't come as a surprise that new customer acquisitions in this industry is a lofty ambition that demands diligence and respect.
Your approach will vary according to your situation and your company's unique sales objectives. But in general, there are several things you will need to consider when devising a system for selling to used sporting goods businesses.
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 used sporting goods 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.
Review Mechanisms
It's also important to regularly assess your personnel and overall selling strategy. Internal review processes should consider individual performance statistics as well as direct input from used sporting goods businesses themselves.
If necessary, take action to reshuffle your strategy and team in order to accommodate changes in the marketplace.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy is worthy of cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that aren't capable of delivering the highest possible ROI.
For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of used sporting goods business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
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