Welcome to www.OnlineOrganizing.com -- A World Of Organizing Solutions Your Order Your Shopping Cart About Us Contact Us Site Map
Do You Need Help Getting Organized?Shop For Organizing And Business Development ProductsProfessional Organizing ServicesFind A Seminar, Workshop, Or Keynote SpeakerRead Our Two Free Monthly NewslettersFree Organizing Tips And AdviceResources For Professional OrganizersLearn How To Become A Professional OrganizerUseful Organizing Website LinksUseful Organizing Website Links


Search for:

Category:

You Are Here: Home - Newsletters - "Organized For A Living" - Article

     Your Natural Market


I have a friend who is one of the TOP sales producers with a large life insurance company. Tony was born in Italy and grew up near Naples. He moved to the US about 15 years ago. He was immediately hired by his present company because he had prior EXPERIENCE selling insurance to United States military personnel in Italy.
WHERE HE FOUND CUSTOMERS

Tony soon discovered that a large number of Italian restaurant owners in the United States city where he now lived were from a small village outside of Naples. Not only did they speak Italian, they spoke his dialect. It wasn't long before Tony was getting most of his business from these Italian restaurant owners. Nobody else can duplicate the 'natural' RELATIONSHIP he has with them. It's the primary reason why Tony became one of the top producers in his company. Tony's relationship with his clients illustrates the powerful advantage of capitalizing on a 'natural market'.
WHAT IS A NATURAL MARKET?

A natural market is the portion of your target market that shares a unique personal CHARACTERISTIC with you. It automatically creates a relationship between you and a prospect in your target market for a personal reason. For example, let's say you're a teacher or have been a teacher in the past. You're also a distributor for a company selling healthcare products. You define your target market as people interested in preserving or improving their health. Some of those prospects have the ADDITIONAL characteristic of being teachers or former teachers, just like you. That's a natural market for you. You can communicate with them on a special personal basis.
BENEFITS OF A NATURAL MARKET

Potential customers are more receptive when they share a common BACKGROUND or a special interest with you. It's human nature to feel secure when doing business with someone we believe is just like us. 
HOW TO FIND YOUR BEST NATURAL MARKET

Start by making a list of different things you've done in your life. For example: 
  • What PROFESSIONS or occupations are you engaged in (now or previously)?
  • What HOBBIES or crafts do you actively participate in?
  • What special interest clubs or ASSOCIATIONS are you actively involved with?
  • Do you have a unique national origin or speak a foreign LANGUAGE (like my friend, Tony)?
  • What unique special background or special experiences do you have?
  Each item on your list may represent a natural market you can use. However, some will have more IMPACT than others. The greater the uniqueness of the common characteristic, the more LEVERAGE it provides. Select the one with the most unique characteristic to use first.
CUSTOMIZING YOUR APPROACH

Your natural market is a more focused definition of your PRIMARY target market. Once you identify a natural market, start using it in your advertising. Revise your present sales material to create special sales material SPECIFICALLY appealing to your natural market. Use the same marketing tactics you've been using but expand them to include this new segment of your target market. You'll unlock a completely new layer of business hidden in your existing target market.

 

Bob Leduc retired from a 30 year career of recruiting sales personnel and developing sales leads. He is now a Sales Consultant. You may contact him at for reprinting instructions.

Want to receive these kind of articles via e-mail each month? Sign up for a free newsletter subscription.

Click here to return to "Organized For A Living" -- April 2002...

Add this page to your Bookmarks!

E-mail this page to a friend!







www.OnlineOrganizing.com is a service mark of Bradford, LLC.
Content on this site is © Bradford, LLC, All rights reserved.

If you notice any problems with this site, please contact our webmaster.
And if you don't see what you need you are welcome to "ask the organizer" any question!

To see what people are saying about www.OnlineOrganizing.com, check out our visitor comments.

Click here to view our privacy policy.

Calendar Of Organizing Holidays And Events Blog Central Sign Up For Our Free Online Newsletters Join The Conversation At Our Organizing Discussion Board Advertise Your Company On Our Website Be An Affiliate Of www.OnlineOrganizing.com