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When planning your business development strategy isn’t the most efficient way to market yourself to the widest possible audience of people known to need the service you’re providing?

Let’s say you know a lot about customer service. You’re a consultant, coach, or other advisor who wants to grow their business. The most efficient approach for many people like you is to offer your customer service strategies to every company in your area, they all have customer service issues.

If you live in Los Angeles you can give a presentation to a different group of business owners every day. Then you can spend your time driving all over the place chasing down the leads. And every one of those ‘hot prospects’ is likely to want to talk it over with the customer service person in their neighborhood.

On the other hand let’s say you niche by topic AND by industry. Let’s say that a buddy of yours owns a coat hanger manufacturing company. You sell him you customer service process and ask him if you can go with him to a meeting of the local trade association in his industry. Everybody there has customer service problems and they assume you understand their industry - one of their own is your customer.

At that meeting you meet another business owner or two and the rest is history.

Later you are hailed by the national association, with it hundreds and hundreds of members, as a specialist is helping people like them.

This is not rocket science.  And it is both efficient and effective.

 

This entry was posted on Friday, October 27th, 2006 at 3:35 pm and is filed under Coaching, Opinions. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.