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SPECIAL BENEFIT: When you deliver results as a specialist you also establish yourself as an expert in your field. Customers will automatically refer other prospects to you. They value what you did for them and they're confident you can deliver same results for others.
3 SIMPLE STEPS TO BECOMING A SPECIALIST
Becoming a specialist is easier than you may think. You can accomplish it in 3 simple steps:
1. Divide your primary market into several narrowly defined markets.
2. Take each market, one at a time, and learn everything you can about prospects in it.
3. Revise your marketing approach and selling materials to appeal to specific needs of prospects in each new market. Use their own unique language and style of communication.
TIP: Existing customers who match profile of prospects in a market you've targeted can help you develop your sales approach for that market. Contact some of them and ask why they bought your product or service. What do they like best about it? Why did they choose you instead of a competitor? They'll give you a lot of information you can use to develop your appeal to other prospects who are like them.
You'll always have competitors. But you don't have to lower your price to compete with them. Instead, become a specialist and cater to prospects in a narrowly defined targeted market. Your understanding and insight into their unique situation will establish you as expert in your field. They'll want to do business with YOU even if you don't offer lowest price.
Bob Leduc retired from a 30 year career of recruiting sales personnel and developing sales leads. For more information... mailto:BobLeduc@aol.com. Phone: (702) 658-1707 (After 10 AM Pacific time) Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133