Today we’re going to talk about choosing a strategic segment. In a previous video we talked about the Simple & Proven 8 Step Sales Process and today we’re going to talk about just the first step which is choosing a strategic segment. Who should you be going after? Who makes sense? In order to do we want to be a little bit more strategic. Instead of battling it out with other people that maybe don’t play to your strengths, we wanted to be a little bit more strategic and play to your strengths, play to people that are maybe a little bit more ideal for you.
It doesn’t have to be your most ideal clients but at least it’s a strategic segment that you can go after. To do that there’s basically three steps that we go through.
1: Your Values And Your Strengths
It’s kind of like the chicken and the egg. It doesn’t matter whether you figure out your strengths first and then your values, because what I’ve found fairly accurately is that what you’re good at you value and what you value you’re usually pretty good at. Life is way too short to be playing to your weaknesses so we actually want that wrapped in to your strategy on the segment you’re going to go after.
2: Your Experience And Your Expertise
If you think about it, it’s pretty easy to see the dovetail or the overlap of your values and strengths with that. What we’re looking for is your experience, what you’ve done, and your expertise that you’ve developed. Those two things, if you think of a Venn diagram, those two circles would kind of overlap.
3: What Is A Market That Makes Sense For Those Two?
If you’ve got some expertise and some values and strengths, what market actually sort of fits with that? Now you’ve got the third ring in the Venn diagram that fits there but here’s the caveat, here’s the little asterisk on the bottom. It’s a market that, yes, fits with those other two but that’s easy to identify and market to. Now that’s a key thing because you might choose a market that fits really, really well but they’re really difficult to try to get a hold of. There’s no list. They’re not part of an association. They’re not any particular demographic so it becomes really difficult to try and contact them. That’s really key in your business because you need some sort of strategy to be able to easily contact them, reach out to them, serve them, become an authority there.
The 3 steps to choosing your Strategic Segment is:
- Identify your values and strengths.
- Identify your expertise and experience.
- Choose a market that makes sense that fits but it’s also easy to market to.
Hopefully that was helpful for you. You know, I would just encourage you, take some time right now and just draw three circles and kind of list out yours. I would love your comments and questions. Throw them in the comments below.
Until next time I’m Rich Scott