Services from the Golf Guy
Problem Solving
Products
and Services
Additional Services through the
Association of Private Clubs & Directors
Sales Tips from the Golf Guy
Dennis
Shirley introduces you to the right people in the Golf
Industry. He tells your story over the phone with passion
and creates excitement in the industry about you and your
team’s efforts. We bring passion, commitment, leadership,
optimism and energy to your sales team. We expedite the
decision making process by making sure you know where you
stand with the client and what it takes to “CLOSE THE
DEAL”. We help you get in front of and form strategic
partnerships with the right Golf Management Firms. We make
sure your marketing dollars are producing quality “dating
opportunities” and allow your sales team to focus on the
best opportunities for closing profitable business. Dennis
Shirley is the “Dating King” of Golf.
Dennis
Shirley has a strategic alliance with the Association of
Private Clubs & Directors (APCD) Client Services Program. In
addition to his personal efforts on behalf of his clients
with the golf management firms, the APCD provides him with
direct links to the board members of the private clubs which are member-owned. These board members approve products and
services for over 7000 clubs in America.
APCD
Client Services uses its publications, contacts and access
to industry forums to overcome the challenges you as a
vendor encounter in this industry. The primary problems
we solve for you are:
Accelerating the Decision-Making Process
– In order to increase sales and dominate the golf market,
YOU MUST INCREASE THE SPEED WITH WHICH DECISIONS ARE MADE.
The private golf club is notoriously slow in making
decisions due to its structure. We help you to identify and
then eliminate the bottlenecks inherent to the current
decision-making structure.
Scalability
– Even
the greatest sales rep network cannot reach all of the golf
clubs that comprise this coveted niche. We provide the
opportunity and resources necessary to deliver your message
directly to these individuals through various “one-to-many”
channels.
Credibility
– One of the greatest challenges for any vendor is
establishing credibility BEFORE the sales call. Ultimately
the initial sales process is more about credibility than
product features. We position you as an expert in your
particular product categories.
Understanding the Decision-Making Process –
The
general manager, golf professional, golf course
superintendent, executive chef and the board of directors at
the club may all be involved in the decision making process
about your specific products. All it takes is one person to
not have enough information, not have knowledge of your
firm, or basically say “not interested” to slow down or kill
the decision-making process. Our APCD Client Services
program affiliation provides you with the tools to aid your
marketing and sales staff in understanding the complexities
of the club decision process and how best to close the sale.
Access to
Decision-Makers
– Who are the decision-makers in the golf industry? The
truth is, it varies from club to club and from Management
Company to Management Company. In most cases, sales reps
will present to club managers, assistant golf professionals,
assistant chefs, assistant superintendents or lower-level
management because it is easier for them to get appointments
with these individuals. The board or directors and
department heads are generally responsible for final
purchasing approval. We help you reach the “right”
individuals.
Access to Industry
Influencers
– The golf industry is large but remarkably close-knit. What
other people are saying about your product or service can
make or break your company. Those that have succeeded in
this industry have done so by having people say good things
about them. Word of Mouth Marketing is the most powerful and
persuasive marketing weapon in the golf industry. We
identify the appropriate industry influencers and make them
champions of your company and it’s products and services.
Cost to Market –
With so many trade shows,
industry publications and sponsorship opportunities,
vendors are faced with the
challenge of deciding where their marketing dollars are most
effectively spent.
We draw from years of industry
experiences both as course operators and sales people
to advise you on the best options to support your efforts.
PRODUCTS
AND SERVICES:
New
Business Development Opportunities –
Through
our many daily phone calls with golf industry leaders and
developers, we are able to acquire a number of potential
business development opportunities. We share these LEADS
with our clients, as they become available.
Elevation of
Your Brand Awareness
– We tell your story in person every day. We point out your
strengths, your differences and the reasons why people do
business with your firm. You already know what you are doing
right, we make sure the golf industry does as well.
Personal Introductions to Management Company Leadership
–
The names of more than 500 industry leaders of golf
management firms are included in our database. We help your
team get a foot in the door and are happy to make personal
introductions to the “right” people at the firms that are
doing the most business on your behalf. It is said that for
every one hundred cold calls a good salesman
will reach ten people and have one great meeting. We can
help you tremendously increase your number of Great Meetings
with these multi-course owners.
Access by Telephone to our Database and Historical
Information – Over the years we have developed a database of more than
28,000 golf management professionals. We have historical
information on most individuals in this industry that can be
extremely helpful in closing more sales. If you truly know
the person you are trying to sell to it really does help.
Knowledge is Power.
Assistance with Scheduling Face to Face Meetings with
Potential Clients- Not only can our team get you “in
the door” for meetings with potential clients, we can make
the sales process much more cost-effective. For instance, if
you know today that you will be visiting Scottsdale next
month, we can help you schedule additional meetings with the
right people during your visit.
Assistance with Sales Executive Recruiting
– We know
many of the top sales producers in the golf industry. If you
need a great salesman, we can use our network of industry
leaders to help you find quality people for your firm. This
service is FREE but limited to recommendations and personal
contact information.
Word-of-Mouth Promotion of Special Events and New Product Rollouts
– If you make us aware of future show specials or industry
wide promotions that you have planned, we will help spread
the word and lend a hand in getting people to your booth. In
some cases, our guidance and help might make the difference
between success and failure.
The ARETE’ Standards
Audit
– This site visitation service is designed to eliminate the
old adage “The Boss is the last to know”. You have
standards that you have set at your properties. As secret
shoppers, we check to make sure they are being consistently
delivered to your golfing customers. We truly are
knowledgeable customers. Our follow-up site visit reports
can serve as the best training tool your company might ever
use. Everyone could use another set of eyes and ears. Ours
were trained by Four Seasons, Regent International, the Bass
Brothers and other leading firms. Let us help you see what
the customer sees!
