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Life Health > Running Your Business

To niche or not to niche...

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It used to be that you were on your game if you were selling to the holy grail of certain markets: the ultra-affluent, baby boomers and seniors. Then everyone started selling to these markets, and they suddenly weren’t special anymore.

Where is the line between baby boomers and seniors? They could be the same person. Whoa! That really takes slices out of your prospecting pie.

There are only two ways to get more sales: Sell more to existing clients or find new clients.

Become the expert
Decide where you have expertise. What are your hobbies? What kind of clients are your favorites? Is it engineers, teachers, golfers, women professionals or military people? Decide where you will be known as the “go-to person” for your sales niche.

Why you can succeed in your sales niche

  • You earn the trust and respect of your niche client
  • You are viewed as the expert in your field
  • You earn the right to ask for and receive referrals from your niche client

If you establish a common interest, the connection is immediate, and it’s significant. The more you network and dip into your various connections and interests, the faster you will become accepted and trusted by your niche client group.

Joanne Black is a professional sales speaker, sales Webinar leader and author of “No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust.” Visit


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