It’s not about what you know or who you know. If you want to grow your business, it’s all about who knows you. Your formula for success includes targeting markets that have means and a need for your solution, and educating them on the fact that you have a solution for the problem they are looking to solve.
Identify your Niche.
Don’t target everyone, pick three niche markets and focus your marketing efforts on those markets. It’s counterintuitive to specialize, but it’s the fastest way to increase your visibility and rise to the top. Be sure that your selected niches have both the means and a felt need for what you offer. They should be large enough to manage, but not too large that you become a little fish in a big pond. It’s better to be the big fish in a small pond.
Understand what you are Selling.
The biggest barrier between you and your target audience is the language that you use in your sales and marketing communications. The fastest way to stand out from the pack and get noticed is to speak in a language that resonates with your niche markets based on a felt need they have expressed. Articulate what you offer in terms of the problem you solve or the transformation you provide so that your audience hears you.
Be Proactive with your Marketing.
Once you have claimed your niche markets and clearly understood what it is that you are selling, you can now be strategic and purposeful with your marketing efforts. Take control of your marketing activities, rather than expecting your website or social media efforts to do the selling for you, because they won’t. Build predictability into your revenue model by proactively building visibility and credibility for yourself in the places where your niche market hangs out.
Track and Measure Sales Results.
You can’t hit what you don’t aim for. Know what your monthly and annual financial goals are, and use tools such as a profit model and sales funnel to measure your conversion rates and manage how your marketing activities are translating into sales. The likelihood of succeeding is higher if you are strategic about what you do and pay attention to how well you are executing your strategies.