What’s in a Niche?

Do people have a hard time finding you, your product or service? Do people really understand what you provide or what makes you special in your market? I share with my clients that being all things to all people is probably not the best way to build a business, I use the term, “an inch wide and mile deep” is the best way to build a niche and your business. Here are 3 tips to help you focus in on the best niche.

Tip #1Research your competition. You’ve settled on a product or service to a specific target market now you need to research to see what the competition is doing? How many others are out there in your same market, it can be anywhere from a few to many.

What's in a Niche?

Tip #2 What’s unique about your product or service? Now that you’ve completed the research, how can you work to set yourself apart from others that are providing the same or similar product or service? What can you do differently that’s makes you the expert in your field?

Tip #3 Relevance to your audience, why is this important to them? What’s in it for them? How will your product or service solve their problem or make their lives better by saving time or money?

Having a Niche in the market that creates awareness and is easy for people to find you, understand what you have to offer and what’s in it for them are key ingredients to creating a niche that build a business.

Being Strategic in 2012

In 2011 my word was visibility.  Letting others know what I did and how I could help them in their businesses.

In 2012 my word is Strategic.  What does being strategic really mean? According to Webster’s strategy is “A carefully devised plan of action to achieve a goal or the art of developing or carrying out such a plan”.   For me, strategic means creating a plan with a purpose that brings success.   This plan helps me to stay on track every day, every month, every quarter.   The plans allow to me know exactly the most important things that need to be accomplished in order for the strategy to be successful.

Being Strategic in 2012

Creating a strategic plan to some can be overwhelming, it doesn’t have to be.  The plan allows you to see where you are, what you’ve been able to accomplish and where you want to go.

Ways to think strategically

 I’ve had the good fortune of working with some amazing thinkers in the career and here are some tips that can help you think more purposefully.

Who and what else are connected to this decision? How will this affect them? I like this question because it forces you to think through the implications of your decisions early. It’s easy to sit back and say “let’s change our distribution model” or “let’s move to new software program!” but being able to accurately predict and describe the challenges of plan of action will help guide you to the best choice.

Ask the Five Why’s; this sounds like a something out of a science fiction movie, but the Five Why’s are real. Five Why’s is a B-school/consulting method that says if you ask “why” at least 5 times you can get to the root of the problem. It’s all about digging deeper.  Understanding why you are doing something or providing a product or service works to give you a motivator for your strategic plan.

 

About Gina Kaelin-Westcott

Gina is a Certified Executive Sales Coach. Gina is a dynamic, accomplished sales management leader with a 20+ year record of achievement. She is an exceptional mentor and coach and remarkable in building new business and forging strong lasting relationships with clients and business partners at every level.

Gina Kaelin-Westcott was named the 2010 VIP Professional Woman of the Year by the National Association of Professional Women and is the Best Selling Author of “Creating a Bond Beyond the Handshake, 100 Reasons Why Relationships and Value Sell Every Time!”

Gina can be reached at Gina@Connectingselling.com or 303.949.0882   or   Website www.ConnectSelling.com

 

 

Parker Chamber Brown Bag Lunch & Learn

Brown Bag Lunch & Learn

Date &Time
11/29/11 at 11:30 AM  – 1:00 PM
Description
Brown Bag Event
Topic: The Power of Thank You!
Presenters Gina Kaelin-Westcott with Connect Selling and Pam Terpenny with Just Call Pam will help you learn how appreciation and referrals will grow your business.
Cost: Free to Chamber members and Public – Bring your own brown bag lunch (optional)
Event Location

Arapahoe Community College Parker Campus
15653 Brookstone Drive
Parker CO 80134

Right Questions Lead You to the Problem

When you meet with your clients are you creating more problems by being unprepared and not paying attention, or are you working to solve your client’s business challenges? So how do you know if you can solve their business problems?

Make sure you are asking the right questions by asking them what is important to them. What are their current projects and challenges that are associated with these projects. What are your client’s motivations for these projects? By listening at a higher level you can then start to determine how your offerings can begin to solve the problem at hand and work to satisfy the motivation for your clients.

Can you customize your offerings to better solve you client’s challenges? If so determine how you can bring this to your clients, outline the benefits specific to your client. The message needs to be tailored to your customer’s situation, not a cookie cutter approach.
Your customer will become a raving fan if you solve their business challenge with unique approach customized for them.

3 Helpful Tips

1) Be Prepared for your Clients

Always be prepared for your client meetings with an agenda and desired outcome for your client.

2) Ask the Open-Ended Questions

Find out what they are working on, what type of challenges are they encountering, and what are the motivations they operate under, why is this important to them.

3) Customize the Solutions if Possible

Based on the conversations you have with your clients, can you customize your solutions to better fit their business challenge, if so outline a benefits statement that solves the problem and motivation for your client.

The measure of success is not whether you have a tough problem to deal with, but whether it is the same problem you had last year.” — John Foster Dulles / Former Secretary of State

The Power of Your Words

Communication is a skill that you can learn. It’s like riding a bicycle or typing. If you’re willing to work at it, you can rapidly improve the quality of every part of your life”. – Brian Tracy

Do you know how powerful your words really are? Studies have shown that when we talk or communicate in person, listeners are actually paying attention to our body language 55% of the time.

sales communication

Power of Your Words

Our tone is the next area our listeners are paying attention to with 38% and our words only get 7% of the attention.
Even though our words do not get majority of the attention in person, in our written word check to make sure you understand what the Intent of the communication is. What are you trying to accomplish? Are you compelling the recipient to take action or are you educating the audience? Outline the intent you want to accomplish to ensure you cover all your key areas.
What value will be delivered by the message? Ensuring your message will be of interest and hit the mark of the intended you need to understand what’s important to those you’re sending it to. Will the information work to solve a problem or educate on a new technique or process. Will the information allow you to move a proposal or your sale forward? If so the information needs to be laid out in a clear and logical manner.
Check for unintended consequences of your message before you send it. If you are using language that is new be sure to spell it out to avoid confusion. Consider having a colleague read it over to make sure you message is clear and concise. If you think the message could be taking the wrong way, re-write it. Spend the time upfront to create a message this is meaningful, valuable and gets to the point and if needed has a clear outlined action and next step. Your words are a powerful tool that works to build your brand and your business every day.