Ingredients: Target Market Research and New Market Position
Target market research is another direction to look if prospects are telling you they don’t need what you are offering. If you think a company needs a team-building retreat, but they think their problem can be solved with more skills training, you won’t make a sale.
What are the hot topics in your market’s trade press? What blog posts in your niche stimulate the most comments? What themes are being addressed at industry conferences? What issues seem to surface frequently in social media exchanges?
When you learn more about how prospects view their own challenges, you can develop a new market position to match their mental, or real-life, purchase order better. Often just a change in language ...
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