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Atricle Dump - 6 Steps to Expand Your Prospect Base Through Niche Marketing
Keeping up with modern business ecommerce web site trends is essential in the ever evolving medium of the internet. Internet users are gradually becoming more trusting of the medium and in doing so are looking for special business ecommerce web sites that will provide them with that great bargain.Most successful business people understand that the better he/she can answer their customers’ needs the more likely they are to make a sale and secure repeat business. The most successful products are those which answer the customer’s requirements the best. This will be greatly complemented if the customer service and care is good, the site is user friendly and the order is easy to process.It is very important to cover the design basics such as an easy to understand navigation system, fast loading web pages and a simple checkout process. Customers are put off very quickly by slow web sites. The speed with which an order is processed can make your customer stay with you or go elsewhere. There are a lot of sales lost because of this slow check out
If you chose renters and couldn't find an existing list, consider doing a deal with a local financial planner to do mailings to each other's respective client lists. To obtain a list of professions and subcultures to consider in your niche marketing program, send a blank email to nichelist @ mortgagemarketingcoach.com with the subject: ”Niche List”.
Step 4 - Contact your Niche
It's time to assemble your marketing message and send it to your niche market. This will be done in two steps. First, send your sales letter offering your free report or guide. Ask your prospects to respond by calling you to order their free financing guide. The next step is to send the guide to those who responded to your mail out and combine it with a note stating the benefits of taking the next step with an application.
WARNING: The next step is a common area where many mortgage professionals either cheat or skip altogether by just sending a one
Small business owners have a unique challenge when it comes to time management. On the one hand, every new customer presents a new challenge, creating additional work without adding additional resources to fill the need. On the other hand, if you hire more employees you’ll have to shell out the bucks on payroll, benefits, taxes, and other expenses, and you may not have quite enough work to justify that expense. What can the small business owner do?The answer lies in the latest technology. I’m talking about a specific kind of technology, not just arbitrary and vague, undefined techno-gadgetry.Specifically, a voice logger allows small business owners to handle customer service issues without creating reams of paperwork. You can record up to 10,000 hours of phone conversations, keep a backup record of every call, and reference them as necessary. The alternative is to pay someone to file written notes of your telephone conversations. That may be the way business owners in the past solved the problem, but that solution in today’s global marke
Your Solution: Find out how to narrow your marketing focus. The result is a more effective use of your precious marketing dollars and a much higher prospect to client conversion rate for your mortgage business called Niche Marketing.
Why Niche Marketing?
Niche marketing allocates a smaller portion of your marketing budget on building a list of likely prospects and then investing the rest on converting those prospects into clients. The result is a more effective use of your precious marketing dollars and a much higher prospect to client conversion rate. The end result is a significant increase in referrals.
By definition, niche marketing is narrowing your marketing efforts to a group(s) of prospects that have a high likelihood of being interested in purchasing your product or service.
Basically, there are three types of niches, (1) business occupations such as revenue property owners or general contractors and (2) "sub-cultures" such as people who love to play golf or people who love their Harley Davidson motorcycle and, finally, (3) credit scores such as A, B or C business.
Once you come to intimately know the niches you've selected to market to, your ability to convert prospects into clients becomes infinitely easier.
Your 6 Step Niche Marketing Program
Setting up your own mortgage niche marketing program is simple using the following six step process. Each step in the process is important to the ultimate success of your niche marketing program. There are no shortcuts to niche marketing success.
Step 1 - Choose a Niche
When choosing a profitable niche to market to make sure that it's one that you can easily contact by mail. A good choice would be a niche in which mailing lists are readily available. If at all possible, your niche should be one that communicates amongst itself through community groups or events. It helps if your niche suffers from problems that a mortgage professional can solve. Lastly, ensure that your niche has the money to purchase a home.
Perhaps the easiest method of choosing a niche is to review your client list and look for groups of people in the same occupation or subculture groups. The beauty of this method is that the niche you choose has already proven that they want a mortgage.
Potential niches that you might consider are self employed business owners, first-time home buyers or people with damaged credit. Each specific niche has a unique set of problems and aggravations that they have to deal with when trying to get a mortgage.
Step 2 - Develop your Brilliant Marketing Message
Once you've chosen your niche, your next step is to develop the marketing message that you will deliver to your prospects. To develop your message you'll need to know: What problems or issues they are facing? What results are they looking for? And what is it about your service or approach that is going to interest them and make them remember you?
Materials you should expect to develop are a lead generation special report or financing guide. The guide can be 5-10 pages in length and should, (1) identify your prospect's problem, (2) create a mental picture of the negative effects of the problem, and (3) talk about the benefits your financing solutions and how you will solve their problem. This financing guide can be in written form or better yet, a CD or video.
You'll also need to create two sales letters. One sales letter will be for promoting the free financing guide and the other for leading them to take the next step and complete their application. You should also create a "What People Are Saying…" testimonial book that contains endorsements from clients in your niche with accompanying pictures of them standing next to their newly purchased home.
Lastly, you'll need a brochure. But not a standard mortgage brochure -- one that is custom developed for your niche. So if you chose to market to renters and general contractors, you should develop two different brochures that include messages specifically targeted to the needs of your niches. The brochure doesn't have to be glossy and expensive. But it does need to talk directly to your niche and address their unique problems.
Step 3 - Obtain or Generate a List of Prospects
Your list of prospects is the most valuable element of your niche marketing program. First, look for existing lists of niche prospects. For example, if you're targeting business owners you might buy a membership list from your local Chamber of Commerce.
If you chose renters and couldn't find an existing list, consider doing a deal with a local financial planner to do mailings to each other's respective client lists. To obtain a list of professions and subcultures to consider in your niche marketing program, send a blank email to nichelist @ mortgagemarketingcoach.com with the subject: ”Niche List”.
Step 4 - Contact your Niche
It's time to assemble your marketing message and send it to your niche market. This will be done in two steps. First, send your sales letter offering your free report or guide. Ask your prospects to respond by calling you to order their free financing guide. The next step is to send the guide to those who responded to your mail out and combine it with a note stating the benefits of taking the next step with an application.
WARNING: The next step is a common area where many mortgage professionals either cheat or skip altogether by just sending a one-
1. Budget and Annual ReportBe prepared to provide your grant writer with your organization’s annual report, and audited financial statement. The financial statement should be available to the grant writer in a common electronic spreadsheet format such as Microsoft Excel or Corel Quattro. If you give your grant writer a paper or word processor copy of your budget, he she may have to spend time converting it to spreadsheet format; and since grant writers are generally paid by the hour, that will be time lost from the essential grant writing activity or increased cost to your organization.2. Mission Statement and Organizational HistoryProvide your grant writer with an electronic copy of your organization’s mission statement and a brief history of your organization. When was your organization started? Who started it? Why?If your organization is a nonprofit organization, how has it historically accomplished its mission? For example, if it is a chorale society, how many concerts has it performed each year?
Basically, there are three types of niches, (1) business occupations such as revenue property owners or general contractors and (2) "sub-cultures" such as people who love to play golf or people who love their Harley Davidson motorcycle and, finally, (3) credit scores such as A, B or C business.
Once you come to intimately know the niches you've selected to market to, your ability to convert prospects into clients becomes infinitely easier.
Your 6 Step Niche Marketing Program
Setting up your own mortgage niche marketing program is simple using the following six step process. Each step in the process is important to the ultimate success of your niche marketing program. There are no shortcuts to niche marketing success.
Step 1 - Choose a Niche
When choosing a profitable niche to market to make sure that it's one that you can easily contact by mail. A good choice would be a niche in which mailing lists are readily available. If at all possible, your niche should be one that communicates amongst itself through community groups or events. It helps if your niche suffers from problems that a mortgage professional can solve. Lastly, ensure that your niche has the money to purchase a home.
Perhaps the easiest method of choosing a niche is to review your client list and look for groups of people in the same occupation or subculture groups. The beauty of this method is that the niche you choose has already proven that they want a mortgage.
Potential niches that you might consider are self employed business owners, first-time home buyers or people with damaged credit. Each specific niche has a unique set of problems and aggravations that they have to deal with when trying to get a mortgage.
Step 2 - Develop your Brilliant Marketing Message
Once you've chosen your niche, your next step is to develop the marketing message that you will deliver to your prospects. To develop your message you'll need to know: What problems or issues they are facing? What results are they looking for? And what is it about your service or approach that is going to interest them and make them remember you?
Materials you should expect to develop are a lead generation special report or financing guide. The guide can be 5-10 pages in length and should, (1) identify your prospect's problem, (2) create a mental picture of the negative effects of the problem, and (3) talk about the benefits your financing solutions and how you will solve their problem. This financing guide can be in written form or better yet, a CD or video.
You'll also need to create two sales letters. One sales letter will be for promoting the free financing guide and the other for leading them to take the next step and complete their application. You should also create a "What People Are Saying…" testimonial book that contains endorsements from clients in your niche with accompanying pictures of them standing next to their newly purchased home.
Lastly, you'll need a brochure. But not a standard mortgage brochure -- one that is custom developed for your niche. So if you chose to market to renters and general contractors, you should develop two different brochures that include messages specifically targeted to the needs of your niches. The brochure doesn't have to be glossy and expensive. But it does need to talk directly to your niche and address their unique problems.
Step 3 - Obtain or Generate a List of Prospects
Your list of prospects is the most valuable element of your niche marketing program. First, look for existing lists of niche prospects. For example, if you're targeting business owners you might buy a membership list from your local Chamber of Commerce.
If you chose renters and couldn't find an existing list, consider doing a deal with a local financial planner to do mailings to each other's respective client lists. To obtain a list of professions and subcultures to consider in your niche marketing program, send a blank email to nichelist @ mortgagemarketingcoach.com with the subject: ”Niche List”.
Step 4 - Contact your Niche
It's time to assemble your marketing message and send it to your niche market. This will be done in two steps. First, send your sales letter offering your free report or guide. Ask your prospects to respond by calling you to order their free financing guide. The next step is to send the guide to those who responded to your mail out and combine it with a note stating the benefits of taking the next step with an application.
WARNING: The next step is a common area where many mortgage professionals either cheat or skip altogether by just sending a one
I get many e-zines in my inbox every week, and they all offer useful information. But there are some I enjoy more than others.What do the ones I love have in common?They feel like they come from a REAL person. These publishers put some heart-and-soul into their e-zines. They share information about themselves. And because I FEEL like I know them personally, I'm more likely to buy from them at some point.In the traditional sales world, they call this the "know, like, and trust" factor -- I abbreviate it to "KLT"I was amazed to find that once I began sharing a bit about ME (the real Ali) in my e-zine, my response rates increased dramatically. More readers wrote me back, more clicked on my links, and more bought my products and services.So, how can YOU put more you in your e-zine? Very easily. Here are a few ideas to get you started.What's Going on With YOU?Quick: Think of three things going on in your life right now that you could share with your readers. Have you won an award? Were you mentioned i
Perhaps the easiest method of choosing a niche is to review your client list and look for groups of people in the same occupation or subculture groups. The beauty of this method is that the niche you choose has already proven that they want a mortgage.
Potential niches that you might consider are self employed business owners, first-time home buyers or people with damaged credit. Each specific niche has a unique set of problems and aggravations that they have to deal with when trying to get a mortgage.
Step 2 - Develop your Brilliant Marketing Message
Once you've chosen your niche, your next step is to develop the marketing message that you will deliver to your prospects. To develop your message you'll need to know: What problems or issues they are facing? What results are they looking for? And what is it about your service or approach that is going to interest them and make them remember you?
Materials you should expect to develop are a lead generation special report or financing guide. The guide can be 5-10 pages in length and should, (1) identify your prospect's problem, (2) create a mental picture of the negative effects of the problem, and (3) talk about the benefits your financing solutions and how you will solve their problem. This financing guide can be in written form or better yet, a CD or video.
You'll also need to create two sales letters. One sales letter will be for promoting the free financing guide and the other for leading them to take the next step and complete their application. You should also create a "What People Are Saying…" testimonial book that contains endorsements from clients in your niche with accompanying pictures of them standing next to their newly purchased home.
Lastly, you'll need a brochure. But not a standard mortgage brochure -- one that is custom developed for your niche. So if you chose to market to renters and general contractors, you should develop two different brochures that include messages specifically targeted to the needs of your niches. The brochure doesn't have to be glossy and expensive. But it does need to talk directly to your niche and address their unique problems.
Step 3 - Obtain or Generate a List of Prospects
Your list of prospects is the most valuable element of your niche marketing program. First, look for existing lists of niche prospects. For example, if you're targeting business owners you might buy a membership list from your local Chamber of Commerce.
If you chose renters and couldn't find an existing list, consider doing a deal with a local financial planner to do mailings to each other's respective client lists. To obtain a list of professions and subcultures to consider in your niche marketing program, send a blank email to nichelist @ mortgagemarketingcoach.com with the subject: ”Niche List”.
Step 4 - Contact your Niche
It's time to assemble your marketing message and send it to your niche market. This will be done in two steps. First, send your sales letter offering your free report or guide. Ask your prospects to respond by calling you to order their free financing guide. The next step is to send the guide to those who responded to your mail out and combine it with a note stating the benefits of taking the next step with an application.
WARNING: The next step is a common area where many mortgage professionals either cheat or skip altogether by just sending a one
Ever wanted to make a little extra cash online, or wanted to turn your internet career into something big? Then this is the two part article for you, focusing on the main aspects of making money on the internet, and how you can generate a good revenue solely from advertising and auctioning. In this first part I will look at eBay, and how you and others can easily make good money, just from selling online.I started off selling various items on eBay that I no longer needed around the house, things from young children's books, to unused computer keyboards. At first, the results can be a little disappointing, especially when you are new to the auctioning system, and when you have no feedback to rely on.After a while however, as my item description began to get more professional in appearance, I realised that people were starting to actually bid on my items, things I thought never would have sold! Although I generated a small amount of profit from each item I sold, there were also fees which I had to pay for, Paypal fees, Listing Fees, Fina
You'll also need to create two sales letters. One sales letter will be for promoting the free financing guide and the other for leading them to take the next step and complete their application. You should also create a "What People Are Saying…" testimonial book that contains endorsements from clients in your niche with accompanying pictures of them standing next to their newly purchased home.
Lastly, you'll need a brochure. But not a standard mortgage brochure -- one that is custom developed for your niche. So if you chose to market to renters and general contractors, you should develop two different brochures that include messages specifically targeted to the needs of your niches. The brochure doesn't have to be glossy and expensive. But it does need to talk directly to your niche and address their unique problems.
Step 3 - Obtain or Generate a List of Prospects
Your list of prospects is the most valuable element of your niche marketing program. First, look for existing lists of niche prospects. For example, if you're targeting business owners you might buy a membership list from your local Chamber of Commerce.
If you chose renters and couldn't find an existing list, consider doing a deal with a local financial planner to do mailings to each other's respective client lists. To obtain a list of professions and subcultures to consider in your niche marketing program, send a blank email to nichelist @ mortgagemarketingcoach.com with the subject: ”Niche List”.
Step 4 - Contact your Niche
It's time to assemble your marketing message and send it to your niche market. This will be done in two steps. First, send your sales letter offering your free report or guide. Ask your prospects to respond by calling you to order their free financing guide. The next step is to send the guide to those who responded to your mail out and combine it with a note stating the benefits of taking the next step with an application.
WARNING: The next step is a common area where many mortgage professionals either cheat or skip altogether by just sending a one
But I am not a Website Content Writer!Sometimes it's best to consider all the facts before rushing into something just because it is free. By reading the next few paragraphs you should find some extremely helpful information about adding quality content to your Internet business website.How valuable is fresh content for your Internet business?New content for your visitors to read is essential to your website's gravity and is a must if you are going to have any success with bringing potential customers to your Internet presence. How are you going to add new information to your site every week?Unless you plan to spend most of your time writing, this would be near impossible. What if you have more than one website? 10? 30? How are you going to keep fresh content streaming to all of them? No way!The answer is in getting other people to write your content for youDid you every hear of web content writers? How can article writers help you? Immensely!!!Go to your favorite article site and find some writers who
If you chose renters and couldn't find an existing list, consider doing a deal with a local financial planner to do mailings to each other's respective client lists. To obtain a list of professions and subcultures to consider in your niche marketing program, send a blank email to nichelist @ mortgagemarketingcoach.com with the subject: ”Niche List”.
Step 4 - Contact your Niche
It's time to assemble your marketing message and send it to your niche market. This will be done in two steps. First, send your sales letter offering your free report or guide. Ask your prospects to respond by calling you to order their free financing guide. The next step is to send the guide to those who responded to your mail out and combine it with a note stating the benefits of taking the next step with an application.
WARNING: The next step is a common area where many mortgage professionals either cheat or skip altogether by just sending a one-step offer to the list. People are tired of one-step, "in your face" marketing. They want to be courted first. By sending good, non-sales type valuable information you'll be establishing a warm relationship, which will prepare your prospect for your offer.
Step 5 - Follow up
Following up with your prospects is key! 98% of all mortgage professionals rarely follow up after their first mailing yet studies have shown that a prospect needs to see you and your offer at least three times to make a decision.
To dramatically increase response to your direct mailings you should consider following up by phone, introduce yourself, ask if they received your guide, and ask if they had any further questions.
Step 6 - Develop a Niche Referral Program
Now that you've taken the effort to establish your niche marketing program you should leverage your efforts by implementing a systematic referral program. Remember when I mentioned that it was important to choose a niche that communicates amongst itself? This is why! If you've created a happy client they will begin to talk to others in your niche.
For example, if you've targeted business owners in your city, they will start to talk about you in their monthly meetings and informal get-togethers. You can multiply this by rewarding your clients in some way when they tell their friends.
Be sure to make your referral program "systematic" so that it is an established process in your business that gets measured and for which people get rewarded for closed deals.
For instance, you might consider awarding a free dinner for two certificate or move tickets when your clients write a personal endorsement letter to two friends. You provide the endorsement letter template and they share their testimonial with two of their friends.
Conclusion
There is a misconception that if you narrow your target market that there will be fewer prospects to market to; however, you'll find the opposite to be true. Once you begin to tailor your message to the specific needs of your niche and you begin to receive word-of-mouth advertising within your niche, new clients will come out of the woodwork . In fact, your client base will actually expand.
To be competitive in today’s economy you need to consider new methods and marketing techniques to reach more high quality prospects. Niche marketing is a proven way to uncover new prospects, increase closing rates, and boost referrals.
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