sales: Target Marketing: Do you have a specialty or niche? Concerned about specializing?
- 05/13/10 04:00 PM
Many sales professionals are afraid of stating a niche, specialty, or just don’t know their target market. Not knowing their target market makes it difficult for people to refer to them. After all if they don’t know their target market or the kind of referral they want then how is anyone else going to know? Targeting a demographic does not exclude sales from outside that demographic... The fear of losing referrals from outside a stated specialty is why many won't become a specialist. I also believe that some salespeople don't specialize because they have a difficult time finding their niche. So … (8 comments)
sales: Coffee Meetings & the Selling Midset
- 04/24/10 12:37 PM
How often do you hear "Let's meet for coffee?" I like coffee but during the workday I like to get work done. So here are a few ideas I've learned to keep coffee visits profitable: When setting the appointment also set the agenda. example: "Sure coffee would be great. Let's bring our planners and contacts so we can refer prospects to each other." Bring the tools of your business to the visit: 1)Planner - To schedule appointments 2) Paper - To write down the contacts you want to meet while browsing their contacts 3) Pen- Eveyone needs a pen 4) Phone … (17 comments)
sales: Networking at Events
- 03/24/10 12:04 PM
AR Friends, Some time ago I had a friend that would network 3 days a week on the golf course. He was a great golfer that was always opening new great accounts. Clearly he loved the game, and so many others tried to copy him and went to "network" on the golf course too but they were very unsuccessful in opening new accounts. So I asked him what he thought the difference was and he said "It's simple... I never forget why I am there." and it was simple, he was there to make money - not golf... the golfing was just a bonus. I take that … (7 comments)
Many sales professionals are afraid of stating a niche, specialty, or just don’t know their target market. Not knowing their target market makes it difficult for people to refer to them. After all if they don’t know their target market or the kind of referral they want then how is anyone else going to know? 
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