Cashing In on Niche Markets - PPAI...
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Transcript of Cashing In on Niche Markets - PPAI...
Cashing In on Niche Markets:Earn More as a Promotional Specialist
presented by David BlaiseTop Secrets of Promotional Products Sales
www.TopSecrets.com
Co-founder of www.SmartEQP.com
Copyright © David Blaise, Blaise Drake & Company.
All rights reserved. Reproduction in any form is unlawful
This is a map of the world…
It is not your prospecting list.
Why Niche Markets?
Cashing In on Niche Markets:Earn More as a Promotional Specialist
• Similar clients, similar needs• They speak the same language• They start to see you as a specialist• In every industry, specialists make more than
general practitioners
How Do You Want to Grow Your Client Base?
Cashing In on Niche Markets:Earn More as a Promotional Specialist
• Geographically – Everyone in a Geographic Area
• By Industry – Everyone in my selected industry orindustries, regardless of location
• By Program Specialty – Safety programs,event marketing, etc.
• By Product Specialty – Wearables, trophies, etc.• Some combination thereof
✓ All financial institutions within 100 miles✓ East Coast pharmaceutical companies✓ Safety programs for HVAC manufacturers✓ Trophies for karate schools nationwide
Which Industries Spend the Most Money on Promotional Products?
Cashing In on Niche Markets:Earn More as a Promotional Specialist
• Education: Schools / Universities• Manufacturing• Financial Institutions• Health Care: Medical / Hospitals• Clubs/Civic Organizations• Professional Services: Doctors,• Lawyers, CPAs, Architects• Telecommunications• Non-Profit Organizations• Computers & Software• Construction• Automotive Manufacturers, Dealers & Parts Suppliers
• Government: Public Offices, Agencies, Political Candidates• Pharmaceutical & Chemical• Insurance Companies• Media: Broadcast, Print• Ad/PR Agencies• Entertainment & Sporting• Real Estate• Hospitality• Utilities• Restaurants & Bars• Freight Delivery
The Target Within the Target
Cashing In on Niche Markets:Earn More as a Promotional Specialist
• Which Companies Buy?
• Which Departments Buy?
• Which Positions Buy?
To Think Like a Specialist, Answer This:
Cashing In on Niche Markets:Earn More as a Promotional Specialist
• What are my prospect’s desired outcomes?
• What are three primary steps that leadto those outcomes?
• What sort of promotion could I create tomake those three steps more inevitable?
Motivation: Why they Buy
Cashing In on Niche Markets:Earn More as a Promotional Specialist
• Event marketing• Business gifts• Self promotion• Employee relations• Trade shows• Public relations• Brand awareness • Motivation (incentives)• Fundraising• Company stores
• Safety programs• Customer acquisition
programs• Employee retention
programs• Client reactivation
programs
Questions?
Cashing In on Niche Markets:Earn More as a Promotional Specialist
One Final Thought…
“The aim of marketing is to know and understand the
customer so well the product or service fits him and sells itself.”
Peter Drucker
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attendance.
Cashing In on Niche Markets:Earn More as a Promotional Specialist
presented by David BlaiseTop Secrets of Promotional Products Sales
www.TopSecrets.com
Co-founder of www.SmartEQP.com
Copyright © David Blaise, Blaise Drake & Company.
All rights reserved. Reproduction in any form is unlawful
