How to Reach Your Target Market

 

 

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If you’re like many of the work-at-home-moms and mompreneurs I know and coach, you probably got into business for yourself despite your lack of an MBA in marketing. So figuring out how to get people to buy what you sell can be a bit like explaining what galaxies are and where they exist in time and space to an inquisitive seven-year-old.

how to grow your businessI don’t have an MBA, either, but I’ve learned a lot from the school of “learning by doing.” Here is the methodology I teach my mom entrepreneurs to use to get more clients and make more money, without spending much of their money or time.

Make Sure Your Niche Is Narrow Enough

Most of the mom entrepreneurs who hire me as their coach are extremely resistant to choosing a narrow niche market. They want to market themselves to “moms” or to “parents” or to “middle-aged women” or “empty-nesters.” It’s always better to be the big fish in a smaller pond (i.e. “I coach mompreneurs who have been in business less than five years and are raising small children”) than a tiny fish in a big pond (i.e. “I’m a business coach for entrepreneurs.”). Simply put, you can make a much bigger splash in a little pond and get visibility you would be hard-pressed to earn in the big pond.

Identify Your Ideal Client

Once you have a narrow niche, you can focus on the individuals in it. Think of your ideal clients. How old are they? Where do they live? What do they read? What do they spend money on? Where do they shop? Do they buy for themselves or for family members? Do they hold the purse strings? Do they make enough money to afford your product/services? Are they the type people who already value what you have to offer?

Identify Their Top Challenges and Needs

Now, with as specific a person in mind as you can muster, think about their life. What’s good about it? What’s not? What do they keep tolerating? What drives them nuts? What would make their life better, easier, more fun?  If you can identify their biggest problems, then you can tailor your products and services to solve them. People want to feel better, be happier, live longer, be healthier, etc. What can you and your business do to help them with this?

 

Create Products and Services That Solve Their Problems

Knowing this, you’ll be on your way to creating valuable content in the form of products and services your clients will willingly pay for. You’ve tailored your business solutions to meet their top needs and challenges. This isn’t just marketing–you’re listening to your market, doing market research within your specific niche, and you’re creating solutions to their problems. Your clients will pay for people and things that make their problems go away. With this understanding of your client’s needs, you’re well on the path to creating a great marketing funnel.

Go Where They Are and Share Your Powerful Message

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You may be wondering why the title of this post is “How to Reach Your Target Market” when I haven’t talked at all about traditional methods and venues for finding clients. That’s not an oversight; I promise. Now that you’ve customized your offerings and made them solutions to your ideal customer’s problems, you’re ready to reach out and start attracting them to you. I’ve said many times before, “I’d rather attract my clients to me than have to go hunting for them.” Show up/present yourself, your business and your marketing message to them where they are (in the print publications they read, in the blogs to which they subscribe, in the organizations to which they belong). Do so in a way that shows you know who they are, what they need, and that you understand them.  Saying: “I help families and children who struggle with chronic problems like headaches, ear infections and dizziness” is much more powerful than “I’m a chiropractor.”

Learning how to reach your target market isn’t rocket science, but there is definitely a strategy involved. Entrepreneurs who truly understand their ideal clients and who learn how to create solutions to their customers’ needs will have little trouble growing their businesses!

Want to get some more suggestions about how to reach your target market? My business coach and mentor, Rhonda Hess, has agreed to join me  for a 75-minute teleseminar to share with you some of the same proven strategies she shared with me to rapidly grow my coaching business. If you are an entrepreneur in a services business, this is the information you’ve been looking for to understand how to finally get your clients to come to you!  Please join us tomorrow night!

Here are the details:

Title: “When a Niche Is Not Enough–Three Steps to Become Essential to Your Target Market (and Win Raving Fans for Life!)
Date:  Thursday, October 1
Time:  8pm-9:15pm ET
Where:  On your phone and computer (bridgeline details and PowerPoint presentation will be sent to you when you register)
Register:  Click here!

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Wondering if your biz idea will sell?

If you are an entrepreneur, you’ve had the experience of being struck with a “bright idea” that you’re certain will make you money. Hopefully, lots of money.

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Many of the mom entrepreneurs I work with have incredibly creative minds and come up with new ideas for their businesses all the time. That’s part of what makes being an entrepreneur so much fun. After all, it’s not often when you’re working for someone else that your ideas are valued as much as you’d like them to be. When you work for yourself, you have the opportunity to turn your great ideas into actual products and services you can sell.

But how do you know if your idea will make you money? Or to put it another way, what if nobody else thinks your idea is so great? How much time, money, and energy can you afford to put into a business or a new product or service that doesn’t sell?

Well, I’ll be honest with you. I don’t have a crystal ball and am not able to tell my coaching clients how to predict what the market will like or not like. I wish I could. But there are some easy, cheap (or free) steps you can take to be sure that you create a business, product or service the market will buy.

One of the first steps is to be clear on what your niche is and knowing what your niche market needs. If you just create a business idea and hope that someone buys it, you’re probably wasting your time and money. And these are two things mom entrepreneurs don’t have a lot of.

Secondly, it helps to utilize some of the free/cheap web tools that are out there to actually do a bit of market research before you spend money bringing your idea to reality. This research will save you time, energy, money and stress, so it is definitely worth doing beforehand!

I’ll be talking more about this in my upcoming teleseminar on Tuesday, March 24th at Noon. I’ve invited internet marketing guru Steve Weber (of www.weberinternetmarketing.com) to be my guest expert and to answer all of your questions about starting a business or creating a new product or service that will make you lots of money.

You can register for the teleseminar “Is Your Idea Viable?” by clicking here. The $19 fee will certainly pay for itself when you learn some of the marketing research techniques Steve and I use to be sure our own ideas will sell.

Steve and I will be taking questions from participants on the call (or via the webcast) and would love to help you with yours. When you register, you’ll get immediate access to the teleseminar information (including bridgeline and webcast access).

“Is Your Idea Viable?” is the first teleseminar in the WoMEN: What Mom Entrepreneurs Need teleseminar series I’m offering to mom entrepreneurs who want some short cuts and support in making their business incredibly successful this year. Visit my website to learn more about the series and see who’s up next on the agenda! The series debuts March 24 and continues every two weeks through December.

Are you toying around with a bright idea that you’d like to make a reality? What tools/strategies/methods do you use to test the market before you launch? Leave a comment below and share your questions or best practices.

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