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A Target Market the Key to Selling More

Written by: Cheryl A. Clausen

Article Overview: As long as you think you can sell to anyone you can expect a difficult future. Your future will be one where you’re always scrapping to find someone you can talk to about your offer. A future where no one is really interested in what you have to say.

A Target Market the Key to Selling More

As long as you think you can sell to anyone you can expect a difficult future. Your future will be one where you’re always scrapping to find someone you can talk to about your offer. A future where no one is really interested in what you have to say.

All this frustration when you could have a future where people want to know how you can help them. Where the people you most want to work with contact you. You could have a future where your best prospects know exactly why they want to talk to you and welcome your contact.

This sounds good. It’s exactly what you want. The problem is you don’t know how to get it. Well here’s how you start.

Review your existing client database and identify what your best clients have in common. A target market is nothing more than a specific group of people who share specific characteristics. These characteristics could be demographic or psychographic.

Start listing what you know about the existing clients you have. Focus on the clients you want a whole lot more of. What characteristics make them a good fit for you and your business?

Identify the connections you already have with the people in your target market. It’s much easier and faster to build on what you already have than it is to start from scratch. But if what you already have isn’t taking you where you want to be you’re better off starting from scratch than trying to make something that isn’t working work.

Identify new opportunities to connect with your target market. When the people in your target market already belong to established groups place your focus and energies on those groups. Join and participate in those groups. These groups can be among your highest payoff prospecting activities.

Think about the things you really like to do the things you have a natural interest in. Perhaps you love to golf, you’re an avid fan of the local sports team, or you collect cars. Whatever it is there is a way to combine your passion with what you do. When what you love is a group activity you have several things in your favor. You’re already a member of the group, you share a common passion, you know their language, you know what they talk about, etc. All of that information can be directly tied to how you position yourself with the other members of the group. They already know you like you and trust you. All you have to do it take it the next step not by selling them, but by offering them something of value that deepens their connection with you.

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  5 Factors to Consider when Choosing the Right Target Market
  The First Step to Turbo-Charging Your Marketing

Article Tags: cars, client database, frustration, local sports team, natural interest, new opportunities, passion, prospects, specific group, starting from scratch, target market, whole lot



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