how to choose a profitable niche to market to
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“Find and Feed”
by Maralyn Dyck pmdyck@gmail.com
Niche – A clearly definable group of people with mutual interests and needs.
4/29/2014 2 pmdyck@gmail.com
Niche – A clearly definable group of people with mutual interests and needs.
Niche, target market and subcategory can be used interchangeably.
4/29/2014 3 pmdyck@gmail.com
Niche – A clearly definable group of people with mutual interests and needs.
Niche, target market and subcategory can be used interchangeably.
A niche fits under the umbrella of a category or market. It is more segmented and unique.
EG Products are a market; one product line is a niche.
4/29/2014 4 pmdyck@gmail.com
Niche – A clearly definable group of people with mutual interests and needs.
Niche, target market and subcategory can be used interchangeably.
A niche fits under the umbrella of a category or market. It is more segmented and unique.
EG Products are a market; one product line is a niche.
Subniche means being further defined.
EG A Skin Care System niche: An inidividual item in the Skin Care System would be a subniche. Your sales presentation would include all the subniches in your Skin Care System.
4/29/2014 5 pmdyck@gmail.com
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What is a common marketing mistake when someone wants to promote a really great product?
They rush right out and start promoting that product as fast and furious as they can!
pmdyck@gmail.com
4/29/2014 8
What is a common marketing mistake when someone wants to promote a really great product?
They rush right out and start promoting that product as fast and furious as they can!
What should they do instead?
They should pick the right audience and qualify their prospects!
pmdyck@gmail.com
4/29/2014 9
What is a common marketing mistake when someone wants to promote a really great product?
They rush right out and start promoting that product as fast and furious as they can!
What should they do instead?
They should pick the right audience and qualify their prospects!
“Nothing will determine your long term success more than the ability to pick the right audience and qualify your prospects.”
- Ann Sieg
pmdyck@gmail.com
4/29/2014 10
What is a common marketing mistake when someone wants
to promote a really great product?
They rush right out and start promoting that product as fast
and furious as they can!
What should they do instead?
They should pick the right audience and qualify their
prospects!
They need to step back and take an objective look at what
they are promoting and make sure they are promoting the
right product to the right audience.
“Nothing will determine your long term success more than the ability to pick the right audience and qualify your prospects.”
- Ann Sieg
pmdyck@gmail.com
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The importance of uniqueness and differentiation
What are some of the things you can do to stand out from
the crowd and why would you need to do this?
pmdyck@gmail.com
4/29/2014 13
The importance of uniqueness and differentiation
What are some of the things you can do to stand out from
the crowd and why would you need to do this?
If you are in a very competitive business, such as MLMs, you need to find a way to brand yourself, make yourself stand out and be noticed so that people can find you.
pmdyck@gmail.com
4/29/2014 14
The importance of uniqueness and differentiation
What are some of the things you can do to stand out from the crowd and why would you need to do this?
If you are in a very competitive business, such as MLMs, you need to find a way to brand yourself, make yourself stand out and be noticed so that people can find you.
You can do this by packaging it differently, by giving it a different spin or by targeting a very unique niche within your business.
pmdyck@gmail.com
4/29/2014 15
The importance of uniqueness and differentiation
What are some of the things you can do to stand out from the crowd and why would you need to do this?
If you are in a very competitive business, such as MLMs, you need to find a way to brand yourself, make yourself stand out and be noticed so that people can find you.
You can do this by packaging it differently, by giving it a different spin or by targeting a very unique niche within your business.
You have to stand out! People need to know why your product is better than everyone else’s. What do you have to offer that is different from the crowd?
pmdyck@gmail.com
4/29/2014
How can this be done?
You need to discover your best avatar! An avatar is your best possible prospect, one who fits your niche and needs what you offer.
pmdyck@gmail.com 16
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How can this be done?
You need to discover your best avatar! An avatar is your best possible prospect, one who fits your niche and needs what you offer.
You need to be their solution provider!
pmdyck@gmail.com 17
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How can this be done?
You need to discover your best avatar! An avatar is your best possible prospect, one who fits your niche and needs what you offer.
You need to be their solution provider!
One of the highest skill sets you can master is emotional intelligence.
pmdyck@gmail.com 18
4/29/2014
How can this be done?
You need to discover your best avatar! An avatar is your best possible prospect, one who fits your niche and needs what you offer.
You need to be their solution provider!
One of the highest skill sets you can master is emotional intelligence.
Emotional intelligence is a highly intuitive ability to be aware of the other person’s wants and needs and finding ways for those to be positively expressed for the mutual benefit of both parties.
pmdyck@gmail.com 19
4/29/2014
How can this be done?
You need to discover your best avatar! An avatar is your best possible prospect, one who fits your niche and needs what you offer.
You need to be their solution provider!
One of the highest skill sets you can master is emotional intelligence.
Emotional intelligence is a highly intuitive ability to be aware of the other person’s wants and needs and finding ways for those to be positively expressed for the mutual benefit of both parties.
“Make an offer that meets a deep need or solves a perplexing problem, understands their doubts, sympathizes with their resistance, answers their questions honestly.” - Master
Copywriter John Carlton
pmdyck@gmail.com 20
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You need to make yourself of value to them!
pmdyck@gmail.com
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You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted advisor.
pmdyck@gmail.com
4/29/2014 24
You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted advisor.
Learn to listen to your prospect, empathize with them and help them solve their wants and needs. Be real and genuine.
pmdyck@gmail.com
4/29/2014 25
You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted advisor.
Learn to listen to your prospect, empathize with them and help them solve their wants and needs. Be real and genuine.
Provide training and help them build their business their way, not yours! Think of what is best for them, not what is best for you.
pmdyck@gmail.com
4/29/2014 26
You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted advisor.
Learn to listen to your prospect, empathize with them and help them solve their wants and needs. Be real and genuine.
Provide training and help them build their business their way, not yours! Think of what is best for them, not what is best for you.
By becoming a trusted advisor you are over halfway to closing with your prospect. Once they trust you, they will listen to you, knowing that you really care about what they want and need.
pmdyck@gmail.com
4/29/2014 27
You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted advisor.
Learn to listen to your prospect, empathize with them and help them solve their wants and needs. Be real and genuine.
Provide training and help them build their business their way, not yours! Think of what is best for them, not what is best for you.
By becoming a trusted advisor you are over halfway to closing with your prospect. Once they trust you, they will listen to you, knowing that you really care about what they want and need.
It is our responsibility to show the prospect that we are worthy of their time and attention, not the other way around!
pmdyck@gmail.com
4/29/2014 28
What is a message to market match?
pmdyck@gmail.com
4/29/2014 29
What is a message to market match?
Often times the delivery and the customer experience is more important than the product itself.
pmdyck@gmail.com
4/29/2014 30
What is a message to market match?
Often times the delivery and the customer experience is more important than the product itself.
When you have a particular need and someone responds with something that meets that particular need, how do you feel?
pmdyck@gmail.com
4/29/2014 31
What is a message to market match?
Often times the delivery and the customer experience is more important than the product itself.
When you have a particular need and someone responds with something that meets that particular need, how do you feel?
That is what happens when your message matches the need of your prospect. They will listen tentatively and there will be a good chance your prospect will purchase through you. You have gained their trust and respect.
pmdyck@gmail.com
4/29/2014 32
What is a message to market match?
Often times the delivery and the customer experience is more important than the product itself.
When you have a particular need and someone responds with something that meets that particular need, how do you feel?
That is what happens when your message matches the need of your prospect. They will listen tentatively and there will be a good chance your prospect will purchase through you. You have gained their trust and respect.
Pay close attention to the messages you give and the responses you receive and learn from them.
pmdyck@gmail.com
4/29/2014 33
Why is it effective?
pmdyck@gmail.com
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Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
pmdyck@gmail.com
4/29/2014 35
Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
Be mindful of how you project your messages in ALL your communications.
pmdyck@gmail.com
4/29/2014 36
Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
Be mindful of how you project your messages in ALL your communications.
Start with the person’s point of reference, not your own.
pmdyck@gmail.com
4/29/2014 37
Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
Be mindful of how you project your messages in ALL your communications.
Start with the person’s point of reference, not your own.
Stop long enough to wonder what challenges the other person may be facing and be willing to at least look at it from their point of view.
pmdyck@gmail.com
4/29/2014 38
Why is it effective?
pmdyck@gmail.com
4/29/2014 39
Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
pmdyck@gmail.com
4/29/2014 40
Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
Be mindful of how you project your messages in ALL your communications.
pmdyck@gmail.com
4/29/2014 41
Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
Be mindful of how you project your messages in ALL your communications.
Start with the person’s point of reference, not your own.
pmdyck@gmail.com
4/29/2014 42
Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
Be mindful of how you project your messages in ALL your communications.
Start with the person’s point of reference, not your own.
Stop long enough to wonder what challenges the other person may be facing and be willing to at least look at it from their point of view.
pmdyck@gmail.com
4/29/2014 43
Why is it effective?
It triggers an emotional response and lessens the objections that they might have raised. (We will deal with objections in another series of lessons.)
Be mindful of how you project your messages in ALL your communications.
Start with the person’s point of reference, not your own.
Stop long enough to wonder what challenges the other person may be facing and be willing to at least look at it from their point of view.
Often times the delivery and the customer experience is more important than the product itself.
pmdyck@gmail.com
4/29/2014 44
Learn to advocate their point of view even though you disagree with them and have a different point of view.
pmdyck@gmail.com
4/29/2014 45
Learn to advocate their point of view even though you disagree with them and have a different point of view.
This will help you become a more effective communicator.
pmdyck@gmail.com
4/29/2014 46
Learn to advocate their point of view even though you disagree with them and have a different point of view.
This will help you become a more effective communicator.
Are you empathetic towards other people’s needs or do you just brush them off as being insignificant?
pmdyck@gmail.com
4/29/2014 47
Learn to advocate their point of view even though you disagree with them and have a different point of view.
This will help you become a more effective communicator.
Are you empathetic towards other people’s needs or do you just brush them off as being insignificant?
Have you solved a problem that other people are wanting solved? Share it.
pmdyck@gmail.com
4/29/2014 48
Learn to advocate their point of view even though you disagree with them and have a different point of view.
This will help you become a more effective communicator.
Are you empathetic towards other people’s needs or do you just brush them off as being insignificant?
Have you solved a problem that other people are wanting solved? Share it.
Be aware of the experiences and information that you learn from others and seek to emulate them.
pmdyck@gmail.com
4/29/2014 49
Learn to advocate their point of view even though you disagree with them and have a different point of view.
This will help you become a more effective communicator.
Are you empathetic towards other people’s needs or do you just brush them off as being insignificant?
Have you solved a problem that other people are wanting solved? Share it.
Be aware of the experiences and information that you learn from others and seek to emulate them.
Learn to save and archive information in order to create a library of material that does a good job of building trust and customer advocacy.
pmdyck@gmail.com
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Working the phone is one of the best ways to get to know your prospect/customer at an intimate level.
pmdyck@gmail.com
4/29/2014 52
Working the phone is one of the best ways to get to know your prospect/customer at an intimate level.
Observe social interaction on the web that helps you identify needs and challenges of a developing niche.
pmdyck@gmail.com
4/29/2014 53
Working the phone is one of the best ways to get to know your prospect/customer at an intimate level.
Observe social interaction on the web that helps you identify needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups related to your chosen niche. (Be sure to put “forums”, “groups”, “discussion boards” in quotes.)
pmdyck@gmail.com
4/29/2014 54
Observe social interaction on the web that helps you identify needs and challenges of a developing niche.
pmdyck@gmail.com
4/29/2014 55
Observe social interaction on the web that helps you identify needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups related to your chosen niche. (Be sure to put “forums”, “groups”, “discussion boards” in quotes.)
pmdyck@gmail.com
4/29/2014 56
Observe social interaction on the web that helps you identify needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups related to your chosen niche. (Be sure to put “forums”, “groups”, “discussion boards” in quotes.)
If very few mention your chosen niche, change niches. You want an active niche that does not have too many people providing competition.
pmdyck@gmail.com
4/29/2014 57
Observe social interaction on the web that helps you identify needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups related to your chosen niche. (Be sure to put “forums”, “groups”, “discussion boards” in quotes.)
If very few mention your chosen niche, change niches. You want an active niche that does not have too many people providing competition.
Often times it is the intangibles of tone, voice and delivery of customer experience that will have the highest consideration.
pmdyck@gmail.com
4/29/2014 58
Observe social interaction on the web that helps you identify needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups related to your chosen niche. (Be sure to put “forums”, “groups”, “discussion boards” in quotes.)
If very few mention your chosen niche, change niches. You want an active niche that does not have too many people providing competition.
Often times it is the intangibles of tone, voice and delivery of customer experience that will have the highest consideration.
Listen to what your customers are saying about your competitor’s products or service.
pmdyck@gmail.com
4/29/2014 59
Observe social interaction on the web that helps you identify needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups related to your chosen niche. (Be sure to put “forums”, “groups”, “discussion boards” in quotes.)
If very few mention your chosen niche, change niches. You want an active niche that does not have too many people providing competition.
Often times it is the intangibles of tone, voice and delivery of customer experience that will have the highest consideration.
Listen to what your customers are saying about your competitor’s products or service.
Marketing is reaching the right person, with the right message, through the right medium, at the right time!
pmdyck@gmail.com
4/29/2014 60
Now it is time to assess your passion and how it aligns with your niche market.
pmdyck@gmail.com
4/29/2014 61
Now it is time to assess your passion and how it aligns with your niche market.
You want to have a high interest or passion for the niche you have chosen.
pmdyck@gmail.com
4/29/2014 62
Now it is time to assess your passion and how it aligns with your niche market.
You want to have a high interest or passion for the niche you have chosen.
You need passion to provide content or conversation that would interest your prospect.
pmdyck@gmail.com
4/29/2014 63
Now it is time to assess your passion and how it aligns with your niche market.
You want to have a high interest or passion for the niche you have chosen.
You need passion to provide content or conversation that would interest your prospect.
The prospect knows when you are just “selling”.
pmdyck@gmail.com
4/29/2014 64
Now it is time to assess your passion and how it aligns with your niche market.
You want to have a high interest or passion for the niche you have chosen.
You need passion to provide content or conversation that would interest your prospect.
The prospect knows when you are just “selling”.
They want someone who cares about their needs, not someone who is lining their own pockets with their purchases.
pmdyck@gmail.com
4/29/2014 65
Now it is time to assess your passion and how it aligns with your niche market.
You want to have a high interest or passion for the niche you have chosen.
You need passion to provide content or conversation that would interest your prospect.
The prospect knows when you are just “selling”.
They want someone who cares about their needs, not someone who is lining their own pockets with their purchases.
If your passion is not about solving problems, it is going to be difficult to find people who need you.
pmdyck@gmail.com
4/29/2014 66
Now it is time to assess your passion and how it aligns with your niche market.
You want to have a high interest or passion for the niche you have chosen.
You need passion to provide content or conversation that would interest your prospect.
The prospect knows when you are just “selling”.
They want someone who cares about their needs, not someone who is lining their own pockets with their purchases.
If your passion is not about solving problems, it is going to be difficult to find people who need you.
We are here to solve people’s needs. The bigger the needs the more options for solutions. That is what we are after.
pmdyck@gmail.com
4/29/2014 67
Now it is time to assess your passion and how it aligns with your niche market.
You want to have a high interest or passion for the niche you have chosen.
You need passion to provide content or conversation that would interest your prospect.
The prospect knows when you are just “selling”.
They want someone who cares about their needs, not someone who is lining their own pockets with their purchases.
If your passion is not about solving problems, it is going to be difficult to find people who need you.
We are here to solve people’s needs. The bigger the needs the more options for solutions. That is what we are after.
Remember, as you choose your niche, it is about aligning your message (you, your product, your delivery) to the customer.
pmdyck@gmail.com
4/29/2014 68 pmdyck@gmail.com
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