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.

Are You Still Chasing Prospects?

Do you love chasing prospects? Probably not, most people hate having to chase after prospects hoping they will buy a product or service. So how do we stop the chase? Start with these 3 questions which we call the decision process steps.

1) Does the client recognize there is a problem?
Recognition is the first step in understand the problem or challenge and recognizing the result is not changing. If the Prospect doesn’t think there is a problem you can stop right there.

2) Is the problem causing them pain, financial or personal?
Determining the extent of the discomfort, are they losing money, customers or both. Identifying exactly what the problem is costing them leads into the, “Is there a budget for solving the challenge?”

3) Is it a priority for them to fix?
Identifying where the problem is on the priority scale for them. I use the scale of 1-10, 1 meaning no problem at all to a 10 meaning, we can’t go another day with this problem which means they are ready for change and could be open to your product or service if it solves the challenge.

Using these 3 questions will help to uncover if your prospect is ready or open to your solution. These questions will allow you to stop chasing and focus on the prospects that are ready for you!

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

 

 

A Great Stocking Stuffer

Need a little something for the stocking?  Give them copy of  Creating a Bond Beyond the Handshake, 100 Reasons why Relationships and Value are what Sell Every Time!  Creating a Bond Beyond the Handshake

For anyone that is in business or sales this provides over 100 ways to build a better relationships that can last a lifetime!

There is still time to get your copies before Christmas, 1 for $20, 2 copies for $30 or 3 copies for $42.  Just message me here!

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

Creating a Bond Beyond the Handshake

Wow, what a great couple of weeks. I have sent off the last version of my new book, “Creating a Bond Beyond the Handshake, 100 Reasons why Relationships and Value are What Sell Every Time!” to the publisher and yesterday I received in the mail the proof of the hardcopy! It’s been a little over a year since I began writing the book but over 22 in the making. I remember coming home from a weeks vacation in San Diego and being inspired while I was there to start the book. I had the 100 reasons scripted out the on the 2 hour plane ride home. It’s been a tremendous learning experience along the way on so many levels and I’ve been so blessed this past year to do what I love to do. Stay tuned for upcoming book signings as we get closer to the release.
Thanks for all your support!

Do You Have a Vision?

Often times when you start out with an idea we get so caught up in the excitement that we don’t see clearly the overall vision of where we want to be. Where are you now, what’s working or not working for you? Is your business growing or struggling? Is your personal life thriving? Do you take the time to think about where you want to be in a few months or even a year from now? Do you ask yourself why it’s important to you? Most of us don’t truly understand what the underlying reason is for why we do things. If you ask yourself why something is important to you at least 5 times or more, now you start to see the motivation for why something is important to you. Are your actions in alignment with your vision? If it’s important and in sync with your vision you will know it’s right on, you can feel the excitment, joy and fulfillment and so will others.

Sales for the Entrepreneur

May 11th,2011

This workshop will focus on the importance of identify a niche where clients understand what you offer. Finding out where your target market hangs out plus the four D’s of the sales process – Discovery, Diagnosis, Design, and Delivery. Gina walks you through the entire sales process from start to finish and shows you how to keep track and manage your prospects and clients.
You and your business will walk away with these benefits:
• Identify Your Niche Market
• Where your Target Market can be found
• Understanding the Entire Sales Cycle
• How to Keep your Sales Funnel Full

6:30pm Castle Pines Chamber of Commerce, 562 Castle Pines Pkwy Ste C-1

Register at:

http://host.evanced.info/douglas/evanced/eventcalendar.asp?ag=&et=&df=calendar&cn=0&private=0&ln=7

Experience Pros Radio

I will be doing a “10” spot (10 minute) interview on how to help Small to Medium Business owners increase their sales and grow their business.

To help spread the word and show your support I ask that you:

  1. Become a fan of Experience Pros and High Achievers Sales Mentoring on Facebook and let your friends know I’ll be on the show.
  2. Please invite your friends, business professionals and family, to listen to the radio show on KLZ AM 560 or on the web at www.560TheSource.com.

You can catch Eric & Angel live everyday on AM 560 KLZ, The Experience Pros Radio Show, weekdays at 10:30 a.m. and 3:30 p.m. MT.
Stream live at http://www.560TheSource.com
Radio advertising solutions that get you and your company noticed and get you more customers.