The immediate benefits associated with niche clarification prove to be very persuasive. By accurately describing the commonalities of your prospects relevant to your particular niche market, we are able to build more meaningful relationships, that are based on trust and require far less convincing when approached with an offer that is congruent 
with they’re inner desires and wants.

If you can’t describe your prospects problems better than they can, you’ll undoubtably experience consistent fiction between you and your market. What you want to sell… is not necessarily what you prospects actually want to buy!

“The aim of marketing is to know and understand the customer so well that the product or services fits him and sells itself.” Peter Drucker

This quote by Peter Drucker gives a clear and precise explanation of marketing and its objectives. We should never forget, who is our customer? …and what our customer considers valuable?

I hope by now, you grasp the concept of niche clarification and the corresponding value it produces when put into practice.

Here’s how to define your niche and create what I like to call a “Prospect or Customer Profile” (a fictitious character that represents and possess all the dominate desires and qualities of your target audience) using a set of simple questions.

Getting inside the minds of your prospects and identifying the answers to each of the following questions will help you form a mental image of what are your prospects goals, worries, biggest fears etc. as these weigh heavily on the effectiveness of your sales message. This type of information is required in order to plan a seriously profitable marketing campaign.

Defining Questions:

You need to come up with some defining questions that are relevant to your market. Here are some examples:

• What is the age and gender of your target audience?
• What is their relationship status?
• Do they have any children?
• What attire do they wear?
• What type of job do they have?
• How much income do they earn?
• How does your prospect define a perfect and bad day?
• What do all of your prospects have in common?
• What is the desire outcome of your prospect?
• How will your prospect feel when they achieve it?
• How will your prospect know when they are… eg. successful?
• What does being “successful” feel like to your prospect?
• What are the primary worries and fears that your prospects experience?

In the end, it all boils down to stepping inside the mind of your prospect and taking a walk in their shoes.

Attraction and persuasion become a whole lot easier once you have defined your market and you know exactly what there wants, needs and expectations are.

If you enjoyed this post on how to define your niche and the primary driver emotions of your prospects and customers, please leave a comment below. Thank you

References and Resources

• 10 HOT Niche Market Research Sites
• Quantitative Niche Market Research
• Niche Marketing: Niche Market Research
• Google Suggest Niche Market Research Tool

Every website has goals and desired outcomes that are achieved through actions undertaken by visitors. Effectively communicating your “call to action” requires a means of statistically tracking and measuring your results, in order to optimize and improve your conversion rates. (The conversion rate is the percentage of visitors, who complete the intended action, producing a direct response.)

In order to statistically tracking and measuring your results, you will need to use some form of analytics software, Google provide a FREE service called “Google Analytics” that is jam packed full of useful information and tools to guide you on your way. Google Analytics can be used hand in hand to also monitor your “Google Adwords” campaigns.

And if that wasn’t enough for you, Google also have another very useful online service called “Website Optimizer”. Website Optimizer is Google’s free website testing and optimization tool, which  allows you to test and optimize site content and design, so you can quickly and easily increase revenue and return on investment (ROI).

So if you haven’t already heard of these services please click on the links below:

http://www.google.com/analytics/

http://www.google.com/websiteoptimizer/

Keep an eye out for our next blog post, where I will reveal some simple strategies that will improve your conversions instantly.

Leave a comment below, and let us know if you have any questions you’d like us to address in future blog posts!