Explode Your Sales Through Niche Internet Marketing
By Ruth Kuttler
When I ask my clients who they are marketing to, I often hear "everybody." Even though
you can provide products and services to a general population, it is not a good idea to direct
your marketing to everyone. The more you can define your target market and target market to
niche groups, the more likely you are to be successful. Marketing to one or more niche groups
is not just for Internet marketing but for all of your marketing.
When you focus on one or more select populations through niche marketing, it makes you
more valuable to these groups. They will pay more because they perceive you to be the expert
that knows exactly how to solve their problems. Even though you do the same thing for them
as you do for everyone else, your marketing is directed to them and their particular needs.
Let say for example that you are a financial planner and you're targeting people in the
Baby Boomer generation - ages mid 30s to 60s. You could make your market more niche by targeting
female executive Baby Boomers. Even though your service stays the same, all of your marketing
would be specific to female executives. This makes you more valuable and will help you to drive
more business to you - people who will pay higher fees and generally be better quality clients.
How to reach your niche target market: Once you determine the niche market or markets
that you wish to attract, find out what associations they belong to and what publications they
receive. Find out what online newsgroups subscribe to and e-zines that attract this market.
Consider joining their associations and advertising in publications they receive, both online
and through the mail. Offer free tele-classes and submit articles to their publications.
Become an expert to your niche target market and explode your sales. Advertising can work
but what really drives business to you is free publicity. I'm talking about the publicity you
receive when you become known as an expert in the eyes of your niche market. This is not nearly
as difficult as you think it is. It does however, require a commitment to do some things that
you don't ordinarily do - things that most of your competition does not do. This is what gives
you a dramatic marketing edge!
When you submit articles to your target market's online and offline publications and
solve their problems, you become regarded as an expert. It's that simple. Your articles cannot
be a sales pitch. You should not even mention your company and what you do. Your articles should
specifically address the problems that this market has and how to solve those problems. It
doesn't matter that their problems are the same problems that everyone else has. Focus your
article on them as if it is their unique problem.
Your resource box at the end of the article is where you promote yourself along with your
contact information - this is your golden opportunity to include the name of your e-zine, how
to subscribe and a special incentive for joining your list. It is critical that you have an
effective website to send them to. Make sure that when they go to your website, the form to
join your list is on every page - close to the top right is best.
By getting your articles in front of your target market, you have an incredible advantage.
You have just given this audience something they desperately need and convinced them that you
know how to solve their problem. You just established rapport and trust with them. They don't
have to wonder anymore, who they should choose. Now you need to take it one step further.
Another great strategy for becoming known as an expert is to advertise free tele-classes
to your niche market. You can get 100 people on a bridge line for free that allows you to make
a powerful connection, establishing your credibility and interest in helping them solve their
problems. Use this opportunity to educate and get them to join your list. Mention how you can
help them at the end of the call. The best call to action is to ask them to go to your website
right now and join your list. Getting in front of this captive market again and again is worth
much more than making a single sale.
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