Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

Uncover Your Hidden Markets



Free PDF Download
Banks Cant Sell - By Donald F. Pooley

Name: Email:


Want a simple, low-cost way to boost your sales? Just uncover the narrowly defined sub-markets hidden in your main market. Then create special versions of your advertising to focus on the specific needs of prospects in these hidden segments.
1. How to Find Your Hidden Markets
Start by evaluating your existing customers. Look for groups of customers with similar characteristics you do not currently cater to in your advertising. Then create new versions of your sales message appealing to their specific needs. You will attract a lot more customers just like them.
For example, the owner of an accounting service marketing to small businesses noticed that many of his new clients were landscapers or insurance brokers. Therefore he created separate web sites highlighting the unique benefits his service provided to clients in each of these businesses.
The two sites looked similar, but their sales content was customized to appeal to the specific needs of potential clients in each market. Visitors to either site probably assumed he specialized in working with companies in their industry. Within 2 months he was able to increase the number of new clients from each group by over 25 percent.
Tip: You can also narrow the appeal of an existing web site without losing its effectiveness with your main market. Just create customized web pages for each market segment you want to target. Then add a link to each of these specialized pages on your home page.
2. Adapt to Your Customers and Become a Specialist
As you work with a lot of customers and prospects in a narrowly defined market, you gain special insight into how they think and what they need. You will be able to communicate with them as an "insider" using their own special vocabulary and style.
Prospects and customers will think of you as being "one of us" ...a specialist who caters to their unique needs. They will want to do business with you because you understand their special situation and know exactly what they need.
As a specialist you also eliminate much of your competition ...even if their prices are lower. Most customers will pay a little more to buy from a specialist so they can avoid the risk of doing business with a competitor who has little or no understanding of their special needs.
Bonus: When you deliver results as a specialist you also establish yourself as an expert in your field. Customers will proudly refer other prospects to you. They appreciate what you did for them and are confident you will deliver the same results for others.
You can boost your sales significantly by using the two simple, low-cost steps revealed in this article. Just (1) identify the narrowly defined sub-markets hidden in your main market. Then (2) become a specialist catering to the unique needs of the customers in each of these sub-markets.
Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards ...and launched *BizTips from Bob*, a newsletter to help small businesses grow and prosper. You'll find his low-cost marketing methods by clicking here.


Related Articles

  Average Performers Find Average Solutions - Sales and Marketing Training
  Discover Your Team’s Weaknesses
  How to Access the Hidden Market in Your Job Search
  Are you boring prospects with your questions?
  How to maximise your sales account opportunities
  Your Self Employed Hidden Paycheck – How to Pay Yourself More with Less (Part 1)
  Is It Alright to Invest Money in Financial Markets Any Time?
  Nine Hidden Buyer Questions
  Defining Your Target and Niche Markets
  Overcoming Objections: "I want to think about it"
  THE 2nd BIGGEST MARKETING WASTE
  Bank Stress Tests?? What Stress?
  The Employee Benefits of Manager Coaching
  Beware Of Hidden Costs In Your Small Business
  Horizons of Opportunity
  Find Your Hidden Wealth
  Targeting Sales Opportunities - The Hidden Truth
  How to End the Cold Calling Game of Chasing a Sale
  SMEs - surviving the recession in Africa
  SMEs - opportunities in Africa

Home > Marketing > Donald F. Pooley > Uncover Your Hidden Markets >

Free PDF Download
Banks Cant Sell - By Donald F. Pooley

Name: Email:

About the Author: Donald F. Pooley

RSS for Donald's articles - Visit Donald's website
Don Pooley, the author of this article, allows you to publish it if you include these credit lines: Copyright 2005, Donald F. Pooley, Inc. Don Pooley CLU, CFP, CHFC, "The Advisor's Advisor" has shared his marketing know-how with audiences of life insurance men in all major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine. To get more ideas on marketing your services, plus free ebooks, subscribe now at http://www.eTIP.ca/
Click here to visit Donald's website.
Dashed Line

More from Donald F. Pooley
Qualifying Leads
How to Get More Referrals
The Key to Client Referrals
Lumpy Letters
7 steps To a Great Interview

Related Forum Posts

Re: Books for the Entrepreneur Re: Books for the Entrepreneur
Walmart Walmart
Re: Books for Business Owners Re: Books for Business Owners
Re: Ideas For Business Re: Ideas For Business
She Wins, You Win: The Most Important Rules Every Businesswo She Wins, You Win: The Most Important Rules Every Businesswo

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause
Featured Article



Worksheets
By: Evan Carmichael

Do you have what it takes to be an entrepreneur?

8 Powerful Steps to Finding Your Passion

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

Anger Solutions at Work: Why Customers Get Angry

Green Cleaning Means More Than Clean

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.