Are you scaring away potential customers?

Written by Chris Rawluk

Sincerepparttar launch of we have been regularly inundated by sales pitches from Internet and technology firms from all overrepparttar 127503 globe. We would think it a positive thing - sincerepparttar 127504 world is obviously finding us - except that its quite apparent from most ofrepparttar 127505 messages we've received thatrepparttar 127506 person onrepparttar 127507 other end ofrepparttar 127508 phone (or fax, or e-mail) has no idea what we're about. Even worse, most of these Internet companies seem have no idea how to do business onrepparttar 127509 Internet. Here are some actual examples of contact from sales people to our office withinrepparttar 127510 last month: <> Salesperson from an internet company calls and leaves a message followed by 10 minutes of office background noise and conversations. Apparently this person hadn't hung uprepparttar 127511 phone. This happened two days in a row fromrepparttar 127512 same person. <> Salesperson calls and introduces their product. This product obviously has nothing in common with what we do. We ask: "Have you been to our site?" They respond: ", but...." <> Salesperson from an Internet company calls. We are interested and ask about pricing. The response: "Uhh...Actually, this is my first day. Can I get my manager to call you about that?" <> Salesperson from an Internet company calls. We ask that information be e-mailed to us. They courier a five pound information package to our officerepparttar 127513 next day. It contains volumes of information about why they're such a wonderful (public) company, but no detailed information on prices or product. <> Similarly, we request pricing information via e-mail from an Internet company. They respond with their own five pound courier package. You guessed it. No


Written by Bob Leduc

One way to beat your competition is to charge less for a similar product or service. But you can also beat your competition when your price is higher. One ofrepparttar best ways to avoid price competition is to become a specialist in a narrowly defined targeted market.


I recently spoke withrepparttar 127502 creator of a marketing program for new business owners. He could have confrontedrepparttar 127503 established competition and competed with a lower price. Instead he decided to target prospects in 2 types of businesses he had worked with before -- insurance sales and MLM marketing. He knew a lot aboutrepparttar 127504 operation of each business andrepparttar 127505 people who worked in them.

He created a separate web site for each type of business and customizedrepparttar 127506 content to appeal specifically to prospects in that business. The site for insurance sales people looked repparttar 127507 same asrepparttar 127508 site for MLM marketers. Butrepparttar 127509 content was totally different.

His plan worked. Sales are running almost 50 percent ahead of projection ...even with a price that's 15 percent higher than similar programs. He built a successful business in a highly competitive market by becoming a specialist.


People like to do business with a specialist who has a unique insight into their situation. They feel confident about getting what they expect from a product or service when it is proposed by somebody who understands them and their unique needs.

Most customers or clients will even pay a little more to buy from somebody who thinks like them. It's worth it to avoid repparttar 127510 risk of being disappointed because they bought from somebody who didn't know anything about their special situation.


Targeting a niche market enables you to design your sales messages with great precision. You can cater to specifically defined interests of prospects and communicate with them in their own style. More people will buy when they feel you are talking directly to them about their individual needs.

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