Is Your Team Working on Outbound Sales
The winter is a great time to focus your team on outbound sales. This means to be actively recruiting both new and returning business for the 2018 golf season. Waiting for the phone to ring is not a sales strategy.
Focus on the Strategy
Sales needs a process to follow-up with prospective leads new and old. You will need to define three important things for you and your team to be successful:
- Who is your target market? Have you identified all the events and tournaments your club has held in the last three to five years. This is a good place to start defining your target market.
- What is your value proposition? Why have they not re-booked yet? Your value proposition can be a variety of things from service to fund raising assistance to price (yes price too). You have to come up with solid reasoning why events and tournaments will want to use your facilities in the coming year.
- What is your follow-up strategy? After first contact you should develop a plan and a schedule for making second and third contacts with these people. You have to keep all your leads in a sales funnel and work the leads through it. We wrote a two-part blog on the sales funnel which you can read here.
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We, Jeff and Tara Ciecko of CK Golf write two blogs, one is our 19th Hole Blog where we share personal experiences and the other an Industry Blog where we comment on general business and internet marketing best practices, sales strategies and give golf industry related opinions. We have owned CK Golf for 10 years and provide marketing, social media and business services to the golf and other industries. As of August 2016 our life and our business have been ‘location independent’. Our 19th Hole Blog is about the places we visit and the things we do. If you have any questions or comments, or happen to be in the same location as us please reach out and contact us anytime.