2. Niche – A clearly definable group of people with mutual
interests and needs.
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3. Niche – A clearly definable group of people with mutual
interests and needs.
Niche, target market and subcategory can be used
interchangeably.
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4. Niche – A clearly definable group of people with mutual
interests and needs.
Niche, target market and subcategory can be used
interchangeably.
A niche fits under the umbrella of a category or market. It is
more segmented and unique.
EG Products are a market; one product line is a niche.
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5. Niche – A clearly definable group of people with mutual
interests and needs.
Niche, target market and subcategory can be used
interchangeably.
A niche fits under the umbrella of a category or market. It is
more segmented and unique.
EG Products are a market; one product line is a niche.
Subniche means being further defined.
EG A Skin Care System niche: An inidividual item in the Skin
Care System would be a subniche. Your sales presentation
would include all the subniches in your Skin Care System.
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7. What is a common marketing mistake when someone wants
to promote a really great product?
They rush right out and start promoting that product as fast
and furious as they can!
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8. What is a common marketing mistake when someone
wants to promote a really great product?
They rush right out and start promoting that product as
fast and furious as they can!
What should they do instead?
They should pick the right audience and qualify their
prospects!
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9. What is a common marketing mistake when someone
wants to promote a really great product?
They rush right out and start promoting that product as
fast and furious as they can!
What should they do instead?
They should pick the right audience and qualify their
prospects!
“Nothing will determine your long term success more than the
ability to pick the right audience and qualify your prospects.”
- Ann Sieg
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10. What is a common marketing mistake when someone wants
to promote a really great product?
They rush right out and start promoting that product as fast
and furious as they can!
What should they do instead?
They should pick the right audience and qualify their
prospects!
“Nothing will determine your long term success more than the
ability to pick the right audience and qualify your prospects.”
- Ann Sieg
They need to step back and take an objective look at what
they are promoting and make sure they are promoting the
right product to the right audience.
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12. The importance of uniqueness and differentiation
What are some of the things you can do to stand out from
the crowd and why would you need to do this?
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13. The importance of uniqueness and differentiation
What are some of the things you can do to stand out from
the crowd and why would you need to do this?
If you are in a very competitive business, such as MLMs, you
need to find a way to brand yourself, make yourself stand out
and be noticed so that people can find you.
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14. The importance of uniqueness and differentiation
What are some of the things you can do to stand out from
the crowd and why would you need to do this?
If you are in a very competitive business, such as MLMs, you
need to find a way to brand yourself, make yourself stand out
and be noticed so that people can find you.
You can do this by packaging it differently, by giving it a
different spin or by targeting a very unique niche within your
business.
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15. The importance of uniqueness and differentiation
What are some of the things you can do to stand out from
the crowd and why would you need to do this?
If you are in a very competitive business, such as MLMs, you
need to find a way to brand yourself, make yourself stand out
and be noticed so that people can find you.
You can do this by packaging it differently, by giving it a
different spin or by targeting a very unique niche within your
business.
You have to stand out! People need to know why your
product is better than everyone else’s. What do you have to
offer that is different from the crowd?
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16. How can this be done?
You need to discover your best avatar! An avatar is your best
possible prospect, one who fits your niche and needs what
you offer.
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17. How can this be done?
You need to discover your best avatar! An avatar is your best
possible prospect, one who fits your niche and needs what
you offer.
You need to be their solution provider!
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18. How can this be done?
You need to discover your best avatar! An avatar is your best
possible prospect, one who fits your niche and needs what
you offer.
You need to be their solution provider!
One of the highest skill sets you can master is emotional
intelligence.
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19. How can this be done?
You need to discover your best avatar! An avatar is your best
possible prospect, one who fits your niche and needs what
you offer.
You need to be their solution provider!
One of the highest skill sets you can master is emotional
intelligence.
Emotional intelligence is a highly intuitive ability to be aware
of the other person’s wants and needs and finding ways for
those to be positively expressed for the mutual benefit of
both parties.
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20. How can this be done?
You need to discover your best avatar! An avatar is your best
possible prospect, one who fits your niche and needs what
you offer.
You need to be their solution provider!
One of the highest skill sets you can master is emotional
intelligence.
Emotional intelligence is a highly intuitive ability to be aware
of the other person’s wants and needs and finding ways for
those to be positively expressed for the mutual benefit of
both parties.
“Make an offer that meets a deep need or solves a perplexing
problem, understands their doubts, sympathizes with their
resistance, answers their questions honestly.” - Master
Copywriter John Carlton
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22. You need to make yourself of value to them!
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23. You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted
advisor.
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24. You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted
advisor.
Learn to listen to your prospect, empathize with them and
help them solve their wants and needs. Be real and genuine.
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25. You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted
advisor.
Learn to listen to your prospect, empathize with them and
help them solve their wants and needs. Be real and genuine.
Provide training and help them build their business their way,
not yours! Think of what is best for them, not what is best for
you.
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26. You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted
advisor.
Learn to listen to your prospect, empathize with them and
help them solve their wants and needs. Be real and genuine.
Provide training and help them build their business their way,
not yours! Think of what is best for them, not what is best for
you.
By becoming a trusted advisor you are over halfway to closing
with your prospect. Once they trust you, they will listen to
you, knowing that you really care about what they want and
need.
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27. You need to make yourself of value to them!
You can do this by positioning yourself as an ally and trusted
advisor.
Learn to listen to your prospect, empathize with them and
help them solve their wants and needs. Be real and genuine.
Provide training and help them build their business their way,
not yours! Think of what is best for them, not what is best for
you.
By becoming a trusted advisor you are over halfway to closing
with your prospect. Once they trust you, they will listen to
you, knowing that you really care about what they want and
need.
It is our responsibility to show the prospect that we are
worthy of their time and attention, not the other way around!
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28. What is a message to market match?
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29. What is a message to market match?
Often times the delivery and the customer experience is
more important than the product itself.
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30. What is a message to market match?
Often times the delivery and the customer experience is
more important than the product itself.
When you have a particular need and someone responds
with something that meets that particular need, how do
you feel?
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31. What is a message to market match?
Often times the delivery and the customer experience is
more important than the product itself.
When you have a particular need and someone responds
with something that meets that particular need, how do
you feel?
That is what happens when your message matches the
need of your prospect. They will listen tentatively and
there will be a good chance your prospect will purchase
through you. You have gained their trust and respect.
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32. What is a message to market match?
Often times the delivery and the customer experience is
more important than the product itself.
When you have a particular need and someone responds
with something that meets that particular need, how do
you feel?
That is what happens when your message matches the
need of your prospect. They will listen tentatively and
there will be a good chance your prospect will purchase
through you. You have gained their trust and respect.
Pay close attention to the messages you give and the
responses you receive and learn from them.
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33. Why is it effective?
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34. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
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35. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
Be mindful of how you project your messages in ALL
your communications.
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36. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
Be mindful of how you project your messages in ALL
your communications.
Start with the person’s point of reference, not your own.
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37. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
Be mindful of how you project your messages in ALL
your communications.
Start with the person’s point of reference, not your own.
Stop long enough to wonder what challenges the other
person may be facing and be willing to at least look at it
from their point of view.
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38. Why is it effective?
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39. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
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40. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
Be mindful of how you project your messages in ALL
your communications.
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41. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
Be mindful of how you project your messages in ALL
your communications.
Start with the person’s point of reference, not your own.
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42. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
Be mindful of how you project your messages in ALL
your communications.
Start with the person’s point of reference, not your own.
Stop long enough to wonder what challenges the other
person may be facing and be willing to at least look at it
from their point of view.
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43. Why is it effective?
It triggers an emotional response and lessens the
objections that they might have raised. (We will deal
with objections in another series of lessons.)
Be mindful of how you project your messages in ALL
your communications.
Start with the person’s point of reference, not your own.
Stop long enough to wonder what challenges the other
person may be facing and be willing to at least look at it
from their point of view.
Often times the delivery and the customer experience is
more important than the product itself.
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44. Learn to advocate their point of view even though you
disagree with them and have a different point of view.
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45. Learn to advocate their point of view even though you
disagree with them and have a different point of view.
This will help you become a more effective
communicator.
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46. Learn to advocate their point of view even though you
disagree with them and have a different point of view.
This will help you become a more effective
communicator.
Are you empathetic towards other people’s needs or do
you just brush them off as being insignificant?
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47. Learn to advocate their point of view even though you
disagree with them and have a different point of view.
This will help you become a more effective
communicator.
Are you empathetic towards other people’s needs or do
you just brush them off as being insignificant?
Have you solved a problem that other people are
wanting solved? Share it.
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48. Learn to advocate their point of view even though you
disagree with them and have a different point of view.
This will help you become a more effective
communicator.
Are you empathetic towards other people’s needs or do
you just brush them off as being insignificant?
Have you solved a problem that other people are
wanting solved? Share it.
Be aware of the experiences and information that you
learn from others and seek to emulate them.
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49. Learn to advocate their point of view even though you
disagree with them and have a different point of view.
This will help you become a more effective
communicator.
Are you empathetic towards other people’s needs or do
you just brush them off as being insignificant?
Have you solved a problem that other people are
wanting solved? Share it.
Be aware of the experiences and information that you
learn from others and seek to emulate them.
Learn to save and archive information in order to create
a library of material that does a good job of building
trust and customer advocacy.
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51. Working the phone is one of the best ways to get to
know your prospect/customer at an intimate level.
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52. Working the phone is one of the best ways to get to
know your prospect/customer at an intimate level.
Observe social interaction on the web that helps
you identify needs and challenges of a developing
niche.
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53. Working the phone is one of the best ways to get to know
your prospect/customer at an intimate level.
Observe social interaction on the web that helps you identify
needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups
related to your chosen niche. (Be sure to put “forums”,
“groups”, “discussion boards” in quotes.)
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54. Observe social interaction on the web that helps you identify
needs and challenges of a developing niche.
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55. Observe social interaction on the web that helps you identify
needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups
related to your chosen niche. (Be sure to put “forums”,
“groups”, “discussion boards” in quotes.)
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56. Observe social interaction on the web that helps you identify
needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups
related to your chosen niche. (Be sure to put “forums”,
“groups”, “discussion boards” in quotes.)
If very few mention your chosen niche, change niches. You
want an active niche that does not have too many people
providing competition.
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57. Observe social interaction on the web that helps you identify
needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups
related to your chosen niche. (Be sure to put “forums”,
“groups”, “discussion boards” in quotes.)
If very few mention your chosen niche, change niches. You
want an active niche that does not have too many people
providing competition.
Often times it is the intangibles of tone, voice and delivery of
customer experience that will have the highest consideration.
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58. Observe social interaction on the web that helps you identify
needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups
related to your chosen niche. (Be sure to put “forums”,
“groups”, “discussion boards” in quotes.)
If very few mention your chosen niche, change niches. You
want an active niche that does not have too many people
providing competition.
Often times it is the intangibles of tone, voice and delivery of
customer experience that will have the highest consideration.
Listen to what your customers are saying about your
competitor’s products or service.
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59. Observe social interaction on the web that helps you identify
needs and challenges of a developing niche.
Do a Google search for forums, discussion boards or groups
related to your chosen niche. (Be sure to put “forums”,
“groups”, “discussion boards” in quotes.)
If very few mention your chosen niche, change niches. You
want an active niche that does not have too many people
providing competition.
Often times it is the intangibles of tone, voice and delivery of
customer experience that will have the highest consideration.
Listen to what your customers are saying about your
competitor’s products or service.
Marketing is reaching the right person, with the right
message, through the right medium, at the right time!
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60. Now it is time to assess your passion and how it aligns with your
niche market.
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61. Now it is time to assess your passion and how it aligns with your
niche market.
You want to have a high interest or passion for the niche you have
chosen.
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62. Now it is time to assess your passion and how it aligns with your
niche market.
You want to have a high interest or passion for the niche you have
chosen.
You need passion to provide content or conversation that would
interest your prospect.
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63. Now it is time to assess your passion and how it aligns with your
niche market.
You want to have a high interest or passion for the niche you have
chosen.
You need passion to provide content or conversation that would
interest your prospect.
The prospect knows when you are just “selling”.
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64. Now it is time to assess your passion and how it aligns with your
niche market.
You want to have a high interest or passion for the niche you have
chosen.
You need passion to provide content or conversation that would
interest your prospect.
The prospect knows when you are just “selling”.
They want someone who cares about their needs, not someone who
is lining their own pockets with their purchases.
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65. Now it is time to assess your passion and how it aligns with your
niche market.
You want to have a high interest or passion for the niche you have
chosen.
You need passion to provide content or conversation that would
interest your prospect.
The prospect knows when you are just “selling”.
They want someone who cares about their needs, not someone who
is lining their own pockets with their purchases.
If your passion is not about solving problems, it is going to be
difficult to find people who need you.
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66. Now it is time to assess your passion and how it aligns with your
niche market.
You want to have a high interest or passion for the niche you have
chosen.
You need passion to provide content or conversation that would
interest your prospect.
The prospect knows when you are just “selling”.
They want someone who cares about their needs, not someone who
is lining their own pockets with their purchases.
If your passion is not about solving problems, it is going to be
difficult to find people who need you.
We are here to solve people’s needs. The bigger the needs the more
options for solutions. That is what we are after.
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67. Now it is time to assess your passion and how it aligns with your
niche market.
You want to have a high interest or passion for the niche you have
chosen.
You need passion to provide content or conversation that would
interest your prospect.
The prospect knows when you are just “selling”.
They want someone who cares about their needs, not someone who
is lining their own pockets with their purchases.
If your passion is not about solving problems, it is going to be
difficult to find people who need you.
We are here to solve people’s needs. The bigger the needs the more
options for solutions. That is what we are after.
Remember, as you choose your niche, it is about aligning your
message (you, your product, your delivery) to the customer.
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