A Target Market the Key to Selling More
A Target Market the Key to Selling More
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.
A Target Market the Key to Selling More - To learn more about this author, visit Cheryl A. Clausen's Website.
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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.
A Target Market the Key to Selling More - To learn more about this author, visit Cheryl A. Clausen's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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