Everything starts with your Profit Activator 1… your one single target market. Every industry has a whole spectrum of people you could focus on. And it’s common to niche down based on pains and demographics. But what I found that works best is when you look for OPPORTUNITIES instead.
Here’s what I mean…
Say, you’re a real estate agent. And when you look at the poles of your spectrum of listing prospects you’ll notice that… On one side, there’s someone who’s already got a buyer ready to buy right now. Which means they don’t need you. On the other end of the spectrum, there’s someone at their wit’s end, and they’d do anything to get rid of their property tonight. And somewhere between those two poles resides every single person thinking about selling their house in the next 12 months.
Now, here’s where it gets interesting.
Instead of niching down on events that could trigger somebody to sell their house (such as money trouble)… A much bigger opportunity for you is to look for the common things people inside this spectrum THINK or DO.
For example…
When someone starts thinking about selling their house… every single one of them… the first thing they’ll want to know is, “How much is my house worth?” And when you know that, you can anticipate what they’re looking for. One magic formula I discovered that works well for Realtors is offering a report on house prices.
Why does it work so well?
Because a report on house prices is something a person thinking about selling their home wants as evidence, as research. It’s a useful data point for them. Something they can use when they’re negotiating with whoever is going to be buying their house. And it doesn’t matter if you’re someone with a beautiful home and just looking for a buyer… or you’re looking to sell because you’re in financial turmoil…
or you’ve been renting that property as an investor but now want to sell it. No matter what demographics or psychographics you fall into… you’re equally interested in knowing how much your house would sell for because that will give you helpful knowledge no matter who you sell your house to or why.
And here’s the opportunity for you…
Start thinking outside the box when you move away from cherry-picking your target avatar by a super specific pain or trait, start thinking outside the box… Your pool of prospects suddenly expands, and the number of people raising their hands increases.
Which means…
More leads turning into clients for you!
Come back with me to More Cheese Less Whiskers podcast for the full story.
