Total Market Domination

Video 1: Who is the Leader in Your Market?

In the first video of this workshop series, you'll discover:

  • 00:08 - Who is the leader in your market for the products and services you offer?
  • 00:26 - In every market there are leaders and followers.
  • 00:30 - Identifying the leaders.
  • 00:43 - Identifying followers.
  • 00:58 - How would your life be different if you were viewed as the leader in your market?
  • 01:22 - What if you could really lead and begin to dominate your market -- in a good way?
  • 01:58 - Leaders rarely end up leading by accident.
  • 02:04 - Which businesses have top of mind awareness?
  • 02:28 - The problem with being a follower, and why they're left fighting for scraps.
  • 02:44 - Here's a market you're already dominating.
  • 03:08 - Proof positive that market domination is not about control.
  • 03:19 - Defining Market Domination.
  • 03:52 - Who Market Domination is for.
  • 04:00 - Who Market Domination is not for.
  • 04:30 - Market Domination is an Inside Job.
  • 04:45 - It's about leadership.
  • 04:56 - How Market Domination makes selling easier.
  • 04:56 - How to avoid brute-force selling and hard core closing techniques.
  • 05:40 - Why so many professionals fail to create top of mind awareness and dominate their markets.
  • 05:56 - 3 situations that can cause real problems for your business or sales career.
  • 06:24 - The first problem you need to overcome to create awareness.
  • 06:38 - The world of sales and marketing has changed.
  • 06:38 - Why typical approaches like just "smilin' and dialin'" are no longer effective.
  • 07:00 - Time for a change.
  • 07:30 - Success and failure.
  • 07:42 - Why you don't have to be the pinnacle of performance to dominate.
  • 08:05- How do you become known in your market?
  • 08:08 - 3 Levels of Awareness.
  • 08:32 - Entry-Level Awareness.
  • 08:46 - Comfort-Level Awareness
  • 09:18 - Top-of-Mind Awareness
  • 09:30 - Those who succeed in creating top of mind awareness dominate, while those who don't, fight for the scraps.
  • 09:47 - 3 Action Steps you can take right now to start making progress.
  • 09:56 - Action Step 1.
  • 10:48 - The Gist of Entry-Level Awareness.
  • 10:57 - Action Step 2.
  • 12:20 - Action Step 3.
  • 13:02 - Deliver value in every interaction.
  • 13:40 - Why most people fail to dominate their market.
  • 13:50 - Dominating your market is not about control.
  • 14:14 - If you think you can't do it.
  • 14:31 - Let's get your feedback.

If you have questions about how to apply any of this to your specific situation, just enter them in the comment box, or schedule a complimentary strategy session.

64 responses to “TMD Workshop Video 1: Who is Leading in Your Market? E”

    • Thank you , David, Such valuable and timely information , we needed to hear! Will be watching the whole series. We are taking your approach to heart. What we are doing is not working anymore..!!

  1. Super great video David! I like your series title, it really makes you think, I never considered “Domination” of market, but I would like more market share…This video is a nice free resource! I’m going to go through it again

    • Thanks Neil. I’m glad you found it helpful! This is designed to help any business owner or salesperson, not just those in the promo industry. Please feel free to share it with anyone you think would benefit from it.

  2. Great video. Never really though to much about this. I still operate my Press-A-Print business, so I have been listening to you for quite a long time. Please keep up the good work.

    • Thanks for your feedback, Ed. You’re not alone! Most business owners and salespeople don’t really think about the fact that if they’re not leading (or dominating) their market, it means someone else is.

    • Thanks John, I’m glad you enjoyed it. Don’t forget, as an AIM SmartEQP member, you get access to LOTS of content and training like this inside the password protected area of the membership site. If you haven’t been inside there recently, you might want to login and have a look!

  3. David – A great video and advice.
    The market can be as broad as a geographic or vertical industry but also a large corporate customer. Getting to be the go to supplier for a corporation with multiple offices and buyers requires all the strategy and tactics you describe for dominating the market. Very Helpful, THANKS!

    • You’re right, Steve. Fully penetrating large accounts and creating top of mind awareness with as many people as possible inside is a great way to grow your business. Thanks for your feedback. I’m glad you found the video helpful.

  4. As usual David very insightful. For many years now I have enjoyed your ability to provide a very professional , common sense approach for our industry…Thank you .

  5. The lie we tell ourselves: “It’s a small town, everyone already knows our business…… ” is addressed by your beginnning statements… : We have been napping and now upon awakening, we wonder what happened to our business.. We fell asleep like the”Hare” and the tortoise has overtaken us! What great ways to help us create new methods of “Awareness.”

  6. Thanks for the GREAT video. It has helped me make a decision that need to make. Thanks for sharing this valuable information.

  7. Thanks for the video David!
    What is your favorite Entry Level awareness strategy?
    You said e-mail and phone calls are not your favorite.

    • You’re welcome, John. It depends on the market being targeted, but I like leading by creating value —- for example, this video series that you opted into. It’s designed to get attention, create awareness, deliver value and enhance positioning. I also like leading with direct mailing a gift, followed by intelligent follow-up, qualification, etc.

  8. This video was confirming that I’m on the right track. One thing, this old man needs to maybe looking at evolving in some areas!

    Thanks David!

    • You’re welcome, Allen. FYI, I currently have a long-time client going through the Total Market Domination course who will turn 90 in May. We’re working on things like digital lead magnets, communication sequencing and automating some of his marketing with sequential autoresponders. So it’s definitely possible to evolve when we’re determined to do so!

  9. This was a good video looking for number 2. Trying to do some planning for this year. Thank you David. Peggy

  10. David, you have inspired everyone to learn more. Me included even though I have been in the industry for close to 40 years. Can’t we have access to Video 2 and 3 today? Can’t wait to hear what you have to say further. Thanks again, Sharon
    Montreal, Canada

  11. David, I must say this is pretty awesome! It was great meeting you today! I took lots of notes and will put them into action immediately! thank you for these videos and I can’t wait to delve into the next one! You’re the best! Thanks for thinking of me!


  12. Great information! Even though it appears low-key, the video is packed with powerful insights and tips. Thank you.

  13. Thanks for the video, it’s really helpful to know on the position of work in business marketing. Thank you David!

  14. Inspiring…sometimes we forget why we entered this business. Market Domination is a priority and with the correct approach we can all achieve it . Thanks

    • The videos are normally released a day apart, or sooner if you watch all the way through. Check your email inbox for access to the next video.

  15. Great video David, I’m inspired and looking forward to video two.

    By the way thank you again for taking the photo with me and my sister during the PPAI tradeshow.

    • I’m glad you found it helpful, Lynne. If you have questions about anything we cover in these videos, please don’t hesitate to ask.

  16. I look forward to finally being an expert in one field. I always thought it was a good thing to be thought of as the go to person because i know a little on various subjects in different areas of business and life.

    As I look for growth, self improvment and business advancment i find myself taking the advice of some of the greats as I look to be thought of as an expert in my field. When I actually thought about who i would seek out and buy from with ease and confidence i decided i want to be a expert or specialist.

    Thanks for the teaching

  17. David,

    Thanks for information and the focus these videos will bring me. After losing a ton of business this will help replace the clients who have shuttered from this economic nightmare.

    • You’re welcome, Geoffrey. The focus of our work right now is on helping our clients to 1. Stay healthy and safe, 2. Minimize short term damage to their businesses and 3. Position themselves as the expert for the recovery.I’m glad this training has brought you focus and will help to replace clients who didn’t make it.

  18. Hi David. I am sitting here digesting the video presentation ( excellently done as always). and I have come away with questions about how to go about bringing value to prospects/clients on frequent basis? Aside from mentioning value on products and services, what would be some good processes of determining what brings value to a prospect or contact that hasn’t moved into the comfort level of knowing who you are yet? I realize that LinkedIn and company websites are great resources for intel, but how would one go about presenting immediate value to a stranger? Curious for your wisdom here David. Thank you.

    • It’s a big question, Stacy. But I know you recently registered for the Total Market Domination course, and fortunately, we have an entire module (Module 4) dedicated to this exact topic, so you will get tons of detail there.

      The short version, however, is that we start by thinking in terms of what the prospect MIGHT actually want or need to happen. So, for example, if we’re targeting a marketing director, it’s likely he or she might want to create more awareness, stir up some buzz or reach people who could be their ideal clients. If we’re targeting an administrative assistant, they might want someone who can generate ideas for them, make product selection and ordering easier, and help them look good to their boss. From there, we test these ideas to see which messaging they respond to. Naturally, we’ll get into far more detail and address all your questions inside the course.

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