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Visit any city in the world and you will find a slew of distributors, each virtually indistinguishable from the next. Same approach, same products, same pitch — dull as dishwater! If you don’t want this to be you, you better figure out how you’re going to differentiate yourself quickly and dominate your market!
Today, I am scheduled to speak at the ASI Show in Chicago, where I will be conducting four training sessions including one on the topic of Total Market Domination.
That sounds like it would be tough to accomplish, doesn’t it? But it’s really not as difficult as it seems, primarily because of the apathy, lack of knowledge and laziness of much of your competition! The fact is, most distributors are so busy simply trying to stay alive, it never even occurs to them to try to dominate their markets.
There are, of course, exceptions. I know that, because many of my clients ARE the exceptions. But here’s the thing… If market domination seems totally unrealistic to you, you won’t even attempt it. So start with this:
What exactly is the market you want to dominate?
Is it the world? A continent? A country?
OK, Doctor Evil, world conquest might be a tad unrealistic, so maybe start smaller. Is it a state? Is it a city? Is it one particular area of a city?
If you want to make market domination happen, start with just a small subset of your desired market.
Could you dominate one industrial park within a city? One building within that industrial park? One floor of a building? How about just the area to the right of the elevators on the third floor of one building. Could you dominate that?
To begin your domination plan, slice it up! Establish sub-markets. Get in there with a proven customer acquisition plan that allows your to quickly create top of mind awareness with exactly the market you want to dominate. Take action on that plan, move forward on it — even a little at a time — and start dominating!
This is not rocket science. It’s something I do with my Customer Acquisition clients all the time and it is amazing how much traction you can get and how quickly you can get that traction and create those levels of awareness when you know how to do it… and when you truly make it your focus.
Of course, if you knew how to do it, you would have already done it by now, right?
So what are a few of the components necessary to dominate your market? We cover a lot in my training materials, but for purposes of today’s podcast we’ll hit just a few.
First, it has to occur to you. If you never consider the idea it can’t happen.
Next, it requires:
- Desire. You have to want to do it, or you certainly never will. You also have to make it a priority.
- Vision. You need to be able to picture it in your mind before you can ever create it in the real world. What does market domination look like to you? Who will you be interacting with? Where will you spend the majority of your time? What types of clients will you have? Who else needs to be involved?
- Direction. This means knowing exactly where you are now, where you want to go and how you intend to get there.
This leads into the big three: Plan, Formula and Action
What’s your plan for making it happen? What is the specific formula you’ll use to quickly qualify the good prospects in and disqualify the bad prospects out. Here’s a hint, the Lead Qualification Procedure in my customer acquisition training is a great place to start.
It’s also going to take persistence, better-than-average performance (because average performance in our industry is really pretty sad.) It will take a staff committed to the process — even if it’s just you, starting out as a staff of one.
It will also take a commitment to accuracy and speed.
Why? Because accuracy creates exceptional results and client loyalty, and speed creates momentum. And you can’t dominate much of anything without momentum!
These are a few of things it takes. If you’d like me to help you with the plan, the formula, the tools to make it happen, then when why not test-drive my Top Secrets of Customer Acquisition course risk-free in your business for one-full year. For details, visit topsecrets.com/tsca. That’s topsecrets.com/tsca.
If you’re in Chicago this week for the ASI Show, be sure to attend my live training sessions. This is my very last scheduled appearance at the ASI Shows, so be sure to stop by and say hello. You can also visit us at booth #740 on the show floor. Thanks a lot, I look forward to seeing you there!
If you’re new to the industry and need to get grounded in the essentials of promotional products sales, visit us online at topsecrets.com/gettingstarted. If you need to get clients now with no distractions and no excuses, visit topsecrets.com/tsca. Or, if you’re a smart, focused, independent distributor doing a reasonable volume of sales, join the AIM SmartEQP community today at SmartEQP.com that’s SmartEQP.com.