This weekend I decided to clean debris from my home’s backyard.
It’s an area I often neglect because I spend most of my time creating products and serving customers, but this summer starts a new focus, one that allows me to move away from the computer to have fun with things I like doing.
While cleaning the back portion of the yard, I found 70 pennies. For whatever reason the person (or perhaps a child) from the yard on the opposite side placed them on the soil.
I don’t ask myself why, I just continue to bend forward looking for more coins.
I searched other areas of my yard, hoping to increase my mini jackpot, but the pennies were found in one particular area, so future searches will stay within that region.
What if you uncovered a jackpot of customers whom you found in one specific location or with one similarity? Would you market to them nonstop, or would you leave that area or neglect the similarity to try and find customers elsewhere?
That’s what some of us do with no success. We turn our backs on the people who are most likely to buy, opting to go somewhere else and hoping for the same jackpot. In most cases this strategy does not work.
Here are three ways to stay on track when a prospective group of buyers is suddenly revealed:
1. Plan your introduction, sales completion, and follow-up contact ahead of time so your strategy is ready for action.
2. Expand your marketing within a wider range, but stay focused on the area where the largest group of prospects are concentrated.
3. Listen to your target so that your message is aligned with their standards. This will net you more sales.
Will I return to that same area within my yard to look for more coins? You bet, and perhaps the outcome will be more lucrative. That same strategy, in marketing terms, uncovers the same success you can achieve in business.
