May 21, 2004      (continued)

Using powerful facts similar to these will make your prospective client realize how different your company is, and will entice them to buy from you.

What’s also important is to prioritize all your strong selling features, beginning by the ones you think are the most important.

Targeting the right market
Try to mentally select what you think would be your ideal clients or customers. You might want to look at your current ones, or maybe look at your competitor’s clients, if you are a new company. Important demographics such as age, marital status, sex, job title or geographic region of the country can play a significant role in this critical step at targeting the right market for your products or services.

One of the best ways to find out more on these demographics is to do a search, using Google, Yahoo or another search engine, using "demographics" as the main keyword.

For example, if you are a real estate broker and if you are trying to sell a house to a young couple just starting out in life, chances are that their needs will be substantially different than a middle-aged couple nearing retirement.

The more information you can find out about your potential clients, the better prepared you will be at accurately targeting your right market.

Always remember that strong relationships play a key role in your first sales, as well as in repeat customers. It also becomes important for referrals, since these can be the best testimonials and, what’s more, they are totally free.

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Article written by Serge Thibodeau,
President & CEO,
Rank for $ales
Copyright (c) Serge Thibodeau 2004

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