Jul 21 2008
Surefire Success Step 3
To sell a product, find customers who are ready to buy.
Many product developers think they need something absolutely unique, something no on else has offered before. Not only does this make marketing more difficult (if no one knows it exists, no one is looking for it), but it makes the sale that much harder when you do get a buyer’s attention.
Instead, look for customers who have already demonstrated a willingness to buy your product by buying something similar in the last six months.
People interested in niche products often want to learn more. And that can mean buying another book, another DVD, another seminar that offers additional information or added value. You don’t need a large advertising budget to convince these people that your product can benefit them – they’re pre-sold on it.
This is the strategy Amazon uses to great success when they tell you, “People who buy X also buy Y.” Or when they send an email to customers that says, “As someone who recently bought ABC, we thought you’d want to know that DEF (by the same author) is now available for order.”
You don’t need a database as complete as Amazon’s to follow this strategy. Tools like Google’s Keyword Selector can help you direct people to your web site through a targeted AdWords campaign.
To succeed in your niche, look for the passionate users, and then offer them what they already want.
Would you like to read the earlier posts in this series? You can find them here:
Three Steps to Surefire Success
Step 2 – Look for Customers Who Are Already Looking for You
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