Carve your niche: how to build dominant positions in profitable target markets


Learn the strategies that "The Rainmakers" use to dominate industries. In this highly interactive planning process, sales professionals learnTarket Niche Marketing why target marketing is vital to their success, what to look for in a target market, where to find attractive markets, how to assess the attractiveness and profitability of specific markets, and how to determine which one is the best fit for his or her personality. They will learn from dozens of actual examples of how others have created strong positions on small budgets. Participants will evaluate their business in a pre-workshop assessment. During the workshop they will design a marketing plan that distinguishes them and develop a personal commitment schedule that ensures their plan becomes a reality.

Why Target Market?

  • Trends in the marketplace
  • The need to create distinctive competence and competitive advantage
  • The efficiencies target marketing provides in marketing, prospecting, selling, and servicing
  • How target marketing impacts survivability and profitability

How to Select a Target Market

  • Where to look first
  • Criteria for selection
  • Resources to tap

How to Develop an Entry Strategy and Launch Your Promotion Campaign

  • How to leverage referrals to accelerate your penetration
  • How to quickly create high visibility

How to Strengthen Your Position

  • How to create marketing leverage by using internal vehicles and organizations
  • Forming partnerships within the target market
  • How to secure testimonials and high visibility sponsorships

Risks of Target Marketing and How to Manage Them

  • The time and investment required
  • How to phase in your investment of time and money so you are immediately profitable
  • How to sustain your current business while developing a target market

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Client Results . . .

"While last year was a tough year for most advisors, for me it was a record year and so much more. While others advisors were playing defense, I doubled my assets. With the strategies and processes you help me put in place, I was able to re-structure my business to protect my clients and rapidly bring on new HNW clients. With your help, I was able to hit all my targets and bonuses. And I was able to reward myself with my ultimate dream come true. A new Shelby Cobra replica with a 500 hp - 428 Cobra jet engine. I feel like a 6 year old on Christmas morning! Thanks for helping make this happen.

P.S. Next I want you to guide me on how to structure my business so I can take off twice as much time. But remember, I also plan to grow my production by another 50%."

Chuck G., Wells Fargo Advisors

"Your program is the best "How To" on referrals that I've seen in my 22 years in this business."

Jim K, Branch Manager, Smith Barney

"I shake my head in amazement when I look back on my progress. When I started, I was lucky to get 1 referral per month. This past month I generated 40."

Paul A, Wells Fargo Advisors