You know your target market and have a detailed written profile. Your current effort is focused on identifying settings that are rich in members of that market. Your plan is to associate with your target market and potentially sell your services. Here are a few ideas that can help you with this goal.
1) After locating groups where you’ll encounter your targeted prospects, choose two or three and join.
Commit yourself to regular attendance. Become acquainted with members and develop relationships. Show up, participate fully, and contribute. As long as you’ve selected the groups carefully, all this effort is going to build your business. Where business owners go wrong is spending all the time, energy, and effort in groups where the incidence of our target market is sparse or nonexistent. If you’re going to go to all this work, follow these guidelines.
A) Make sure it is a group you will enjoy long-term.
B) Find groups heavily attended by your target market.
C) Look for “target rich” situations such as conventions, seminars, or networking events where your target market shows up. Go to these situations prepared to do business.
Be sure you have up to date business cards and some business materials to hand out. You might have as an article or white paper on some facet of how your work solves your clients’ problems. Be sure every page of all handouts has all your contact information in a footer on the page.
2) Present yourself as a resource and problem solver.
Have ideas and contacts when associates need assistance. They will remember your generosity of spirit when they’re considering engaging someone to solve other problems.
3) People want to hire those they know and trust.
How can you be and become a trusted associate? Keep your agreements. Communicate fastidiously. Follow through meticulously. Complete volunteer assignments with total integrity. A lot of business can be lost by performing poorly in social or group settings. The natural conclusion is that if you cannot be trusted socially, you aren’t trustworthy in business.
4) Look for ways you could train with your target market.
If your target market is real estate investors, what real estate training would you be interested in? If top executives are your target market, what executive training could you participate in? What do they want and need to learn – that you also want to learn?
5) Put together a mastermind group of your target market.
You could aim this mastermind group at some specific areas of your expertise. This group would be a natural setting to associate more closely with your target market and to showcase your talents.
6) Figure out ways that potential clients can “sample” your work.
This could be by having a discounted single session, written articles, a blog, a talk. How can you “show off” your skill to your target market. You want to give them the chance to see what it could be like to work with you. You want them to think, “If I got this much value out of this sample, I bet it would be very advantageous to work with them.” Don’t worry about “giving it all away”. Your potential clients still need you and your help.
It is critical that you associate with your target market, locate target-rich settings, and make the most of your affiliations. Your business will thrive if you put together and work strategy aimed at doing so.
Suzi Elton provides business writing that attracts targeted prospects to your service business and converts them into clients for you. She is a Robert Middleton Certified Action Plan Marketing Coach, as well as a professional writer. Her website offers a free series of 8 assessments you can use to analyze your own site.
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