Why having a niche is crucial

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The primary reason I’m stressing selecting a niche has to do with the fact that there are two basic steps to acquiring a new client: attracting their initial attention and then motivating them to do business with you.

It may come as a bit of a surprise, but of these two, getting a prospect’s initial attention is often the most challenging part of the whole process. The world is so noisy, with so many marketing messages, it’s tough to break through ...

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Beating your competition

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Let’s talk about competition. Although it may sound a bit strange, ideally what you want is bad competition. What I mean by this is that there are enough competitors to make you feel good about the viability of the niche, but they’re doing a lousy job at marketing their products or services. By implementing a marketing funnel, you should be able to capture a nice share of the market.

If there’s intense competition in a niche and they seem to be doing ...

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Niche Pricing Strategies

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How much money is your niche able or willing to spend? Are you selling to bigger corporations or smaller ones? To the affluent or the almost broke?

You can accept as gospel that some of your prospects will think your prices are too high. In reality that has more to do with how well you communicate the benefits, but the market you choose to sell to will also influence how much you can charge. You can ...

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How to become a recognized expert

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One of the biggest challenges facing consultants, experts and advisors, is how to stand out from the pack. As one might guess, the primary benefit of becoming a recognized expert is that it draws potential clients to you, rather than you having to chase after them.

Case in point.

If you ask most consultants and advisors how they get new clients-you’ll hear, “Referrals.”

Nothing wrong with that.

However, in most cases, it’s not the referral that calls them.

Rather, the advisor learns of a referral, perhaps ...

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The importance of affluent niche marketing

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The Wall Street Journal makes an interesting observation about the importance of niche marketing, especially if one is marketing to the highly affluent.

Case in point, Kayne Anderson Real Estate advisors, a private equity firm just completed its fourth real estate fund in a record amount of time.

What was the secret to attracting accredited investors?

There are two lessons to be learned.

First, the fund focused on a highly niche segment of real estate investing-medical office building and student housing. As the WSJ ...

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Never Run Out of Blog Content Again

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I call this the News-Compiler Strategy. It’s an easy way to build trust and credibility with your niche audience-plus it will eliminate once and for all the problem of creating content for your blog posts.

Let’s face it-there’s a lot of news out there. Most of which we miss.

However, your niche market has very specific interests, and if you can make sure they’re up to date on news that pertains to them, you’ll position yourself as an expert and serious player in ...

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Why Sell To Poor People?

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You see it all the time, in all sorts of businesses. The financial advisors who focuses on clients with investible assets of $75,000- $100,000.The consultants who markets her services to “small businesses”.

Sure there’s a potential huge market-after all most businesses are “small” (if not outright tiny).

More people have $100,000 (or less) to invest than have more.

But…

How many $100,000 accounts do you need to reap the benefits of one $1 million client? (As those who market to the higher-end segment of ...

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How often should you follow up?

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An ongoing point of discussion is-How often should you follow up with prospects once they’re in your marketing funnel? Here are some guidelines that should be helpful.

Frequency decreases as time goes on: In the very beginning, it’s important that you solidify your company name, and the types of services you offer, in the mind of your prospective client. This is why an initial series of videos delivered in a rapid-fire sequence, is an important element of the initial communication strategy.

What ...

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Content Marketing For All Of Us

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What many don’t realize is that today’s emphasis on content marketing, is really a return to the past. Back in the 1960s many brands were primarily responsible for the development of the hit programs of the day. General Foods created the Jack Benny show, primarily as a means of selling Jello.

Today, brands can become their own distribution network for their content. RedBull literally pushed the edge of space with its sponsorship of a historic 24 mile free-fall to earth. Branded ...

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The “Survey” Sales Campaign

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This campaign generates a lot of clicks and can be used for both getting new subscribers or selling products.

Best of all-it’s simple to set up.

The campaign revolves around a question that has a high curiosity factor. It doesn’t have to be something dramatic or life-altering-all it has to be is something people would be curious about.

I learned this idea from Ryan Deiss, who sent out a email survey that asked, How much money do bloggers really make?

You could select, <$10 per ...

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