How to Discover your Primary Market and Where to Find Them
By Judy Cullins
Whether you market online or offline, you already know the
shot-gun approach to marketing brings few results. You will
sell more products and services when you step back and set up
a strategy to reach your targeted market.
Approaches That Set you Up to Pull Customer Orders
One: Develop a Specific Customer Profile
It's good to know whether your customers are primarily
women or men. Remember, women buy 70% of the books published.
Then, figure out the age range of your customer. One
25-year-old male coaching client aimed his motivational book
at his age group. He had a lot of insight already because of
his age. You may want to know the marital status.
Is your customer married, single, divorced or separated?
Does religion or cultural affiliation play an important part
in their lives? Location may matter, but remember to think
about the vast market Online. These people subscribe to e-zines
and visit web sites for all kinds of information. Your product
or service can easily be just right for them.
It's good to know as many details from these listings as
possible.
Here's a Check List for your Target Audience:
---What are these people's biggest concerns/challenges?
---What do these people need and want to have a better life?
---Where does this person work?
---Where does this person live?
---Where does this person play?
---What type of store does this person buy from?
---What magazines or e-zines does this person read?
---What newspapers does this person read?
---What radio stations does this person listen to?
---What TV programs does this person watch?
---What organizations does this person belong go?
---What kind of events does this person attend?
---Where does this person go to learn a new skill?
---Is this person tele-class savvy?
---Do these people attend seminars?
---What do these people spend money on?
---Does this person surf the internet?
---Does this person buy online?
Two. Send a Casual Market Survey to your Friends and
Associates
Make sure you don't pose more than 8 questions to this
group. Reward them for taking time to respond to your survey.
Give them a free e-Book or report or a 1/2 hour free session
on your service.
What important information do they know about your
audience? If they are already your audience, ask them to pick
the top 8 questions and answer them in a sentence or two. This
creative brainstorming can save you so much time later! Once
I applied this in my e-zine, I found what questions my clients
wanted answered.
When you know your one preferred audience, you don't spend
too much time chasing the wrong buyer. When you focus your
marketing on one group at a time you will create phenomenal
income success.
Yes, you know other people who can use your product or
service, but remember to start with one group and give it
your all for two years. You will be much more successful and
not feel so overwhelmed with the task.
To really succeed and do it quickly means you may have to
take a promotion or marketing seminar. Be willing to invest
some time and money. Take a tele-class on one of the best
online marketing methods--writing and submitting articles to
opt-in e-zines (your targeted market and they are free) and
top web sites in your field. This method brought your coach to
# one and two in Google and other search engines, plus it
increased sales more than five times in eight months.
Three: Now write a personal letter to your one audience
telling them why you created your product, e-Book or service
and what you think it will do for them (benefits) .Think of
how you can make a difference in your prospects life--what you
can bring to help them make them more money, create better
relationships, or save time .Make a list of benefits before
you start this exercise.
Example for Write Your e Book or Other Short Book—Fast!
Dear Professional (coaches, speakers, writers, authors,
seminar leaders, business people):
I'm writing this indispensable book because I know you want
to share your unique message with thousands, rather than
hundreds of readers. You want to raise the bar and create more
credibility in your profession. You want continuous income you
don't have to be present for. This book's essential "Seven
Hot Selling Points" will make your job easy, target your
market, and market your book while you are writing it. You'll
produce a great selling book you can sell on the Internet
while you sleep! And you don't even need your own Web site!
Even if you think you can't write, that it's too big a job,
or it will take too much time, How to Write Your E book or
Other Short Book - Fast's forty-five pages plus its three
bonuses reports are the fast lane to writing, publishing and
selling more copies of your book than you ever dreamed of!
Once you know more about your target market, you can put
your time only on what you need to get these people to buy.
After you learn some simple marketing techniques, like me, you
can delegate it to a low-cost computer assistant and spend
less than nine hours a week on this task.
Judy Cullins, 20-year book and Internet Marketing Coach,
Author of 10 e Books including "Write your e Book Fast," and
"How to Market your Business on the Internet," she offers free
help through her 2 monthly ezines, The Book Coach Says...and
Business Tip of the Month at
http://www.bookcoaching.com/opt-in.shtml and over 140 free
articles. Email her at
mailto:Judy@bookcoaching.com
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