Narrow Your Market

There are two things you can do to vastly improve your marketing program. First, define what your company is great at. That will be your core competency. Then, delineate the factors that differentiate your product or service from the competition. By defining core competency and communicating the differences between your company and competitors, you are creating a “brand platform.” A brand is your promise to the prospect, so you need to live it and breath it internally, and you must back it by action.

Defining and claiming your brand is more vital today than ever, because virtually all prospects now soft-shop your services via your website prior to initiating contact. If your “brand promise” is homogeneous or unclear, you’ll lose the prospect early in the purchasing curve. The Internet age has removed all boundaries and barriers to purchase. In addition, the entry costs for beginning a business are as low as the cost of a good website.

The most successful businesses in this Internet age narrow their market and are highly specialized. Prospects seek these companies through searches in major search engines. Once a prospect finds a site, the home page must clearly communicate the brand promise, which integrates core competency and differentiation. Once engaged, the prospect may interact with your website by providing their contact information or by calling you.

Narrowing corporate focus will help prospects understand what you have to offer and foster trust that you specialize in an area of interest to them. As a bonus, this marketing approach also is less expensive to promote.

It is important to consistently promote your brand promise on your website and through any other methods of advertising your business.

By Woody Stoudemire

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