Ready to Dominate Your Market? Read or listen to the blog/podcast below, then enter your questions in the box at the bottom of this page.
Visit any city in the world and you will find a slew of businesses and salespeople, each virtually indistinguishable from the next. Same approach, same products, same pitch — dull as dishwater! If you don’t want this to be you, you better figure out how you’re going to differentiate yourself quickly and dominate your market!
Podcast: Play in new window | Download
So let’s talk today about one of my favorite topics: Total Market Domination.
That sounds like it would be tough to accomplish, doesn’t it? But it’s really not as difficult as it seems, primarily because of the apathy, lack of knowledge and laziness of much of your competition! The fact is, many businesses are just so busy simply trying to stay alive, it never even occurs to them to try to dominate their markets.
Of course, there are exceptions. I know that, because many of my clients ARE the exceptions. But here’s the thing… If market domination seems totally unrealistic to you, you won’t even attempt it. So start with this:
What exactly is the market you want to dominate?
Is it the world? A continent? A country?
OK, Doctor Evil, world conquest might be a tad unrealistic, so maybe start smaller. Is it a state? A city? Is it one particular area of a city?
If you want to make market domination happen, start with just a small subset of your desired market.
Could you dominate one industrial park within a city? One building within that industrial park? One floor of a building? How about just the area to the right of the elevators on the third floor of one building. Could you dominate that?
To begin your domination plan, slice it up! Establish sub-markets. Get in there with a proven customer acquisition plan that allows you to quickly create top of mind awareness with exactly the market you want to dominate. Take action on that plan, move forward on it — even a little at a time — and start dominating!
This is not rocket science. It’s something I do with my Total Market Domination clients all the time. And it is amazing how much traction you can get and how quickly you can get that traction and create those levels of awareness when you know how to do it… and when you truly make it your focus.
Of course, if you knew how to dominate your market, you would have already done it by now, right?
So what are a few of the components necessary to dominate your market? We cover a lot in my training materials, but for purposes of today’s podcast, we’ll hit just a few.
First, it has to occur to you. If you never consider the idea it can’t happen.
Next, it requires:
- Desire. You have to want to do it, or you certainly never will. You also have to make it a priority.
- Vision. You need to be able to picture it in your mind before you can ever create it in the real world. What does market domination look like to you? Who will you be interacting with? Where will you spend the majority of your time? What types of clients will you have? Who else needs to be involved?
- Direction. This means knowing exactly where you are now, where you want to go and how you intend to get there.
This leads into the big three: Plan, Formula and Action
So what’s your plan for making it happen? What is the specific formula you’ll use to quickly qualify the good prospects in and disqualify the bad prospects out. Here’s a hint, the Lead Qualification Procedure in my customer acquisition training is a great place to start.
It’s also going to take persistence, better-than-average performance (because average performance in our industry is really pretty sad.) It will take a staff committed to the process — even if it’s just you, starting out as a staff of one.
It will also take a commitment to accuracy and speed.
Why? Because accuracy creates exceptional results and client loyalty, and speed creates momentum. And you can’t dominate much of anything without momentum!
These are a few of the things it takes. If you’d like me to help you with the plan, the formula, and the tools to make it happen, then let’s schedule a time to talk. Just go to TopSecrets.com/call. That’s TopSecrets.com/call.
Dominating your market is possible, but it won’t happen by accident. Go to www.TopSecrets.com/call.
Ready to Identify and Dominate Your Market?
If so, check out the five primary ways we help promotional product distributors grow:
- Just Getting Started? If you (or someone on your team) is just getting started in promotional products sales, learn how we can help.
- Need Clients Now? If you’re already grounded in the essentials of promotional product sales and just need to get clients now, click here.
- Want EQP/Preferential Pricing? Are you an established industry veteran doing a significant volume of sales? If so, click here to get End Quantity Pricing from many of the top supplier lines in the promo industry.
- Time to Hire Salespeople? If you want to hire others to grow your promo sales, click here.
- Ready to Dominate Your Market? If you’re serious about creating top-of-mind-awareness with the very best prospects in your market, schedule a one-on-one Strategy Session here.
12 replies to "How to Dominate Your Market"
How do I dominate my market when I have a competitor who seems to know what I am doing?
Hi Isabela, a couple of things:
1. Even if your competitor knows SOME of what you’re doing, it’s unlikely they know EVERYTHING you’re doing.
2. Even if they knew everything you were doing in the past, it doesn’t mean they’ll know what you’re doing if and when you start doing things differently.
3. Perhaps most importantly, even if others know what you’re doing, that shouldn’t keep you from doing it and dominating your market.
You’ll dominate your market by targeting exactly the prospects you want to have as clients, reaching out to them to get them qualified in (or out) as quickly as possible, and selling to the qualified. Unless you’re being monitored by technology or tracked by a private investigator, no one should know who you’re calling, visiting or interacting with on a daily basis. So I would recommend forgetting about your competition and focusing on the prospects you actually want to have as clients. That’s where the money is. Hope this helps!
I never really thought of what we are doing as “dominating” our market, but we have been able to create a lot of awareness in a short period of time by following your customer acquisition approach. We find we can usually create some level of recognition with a targeted group of 20 to 30 businesses in a month and turn at least a handful of them into clients within 3 to 6 months. As we get better at it, I think those numbers will go up. But if we started targeting just one area or niche, I can see how that could create some buzz and at least the perception that we’re dominating in that area. This is very cool!
Glad you like it, Gena! If you’re consistently doing even 20 to 30 a month, converting five or so and following up with the rest according to the five levels of qualification discussed in TSCA, then you have a really good chance of creating that buzz and making it happen. Please keep me posted on your progress! Thanks!
Yes, I think we need to be more consistent about doing it every single month. When we do it, it works great. When we don’t… not so much.
Yeah, funny how that works!
It’s funny, like you mentioned in your podcast, most of us are just so busy trying to earn a living, we never even think of trying to dominate our market. Very often, it’s just about finding that next customer. I really like the idea of breaking it down into smaller, manageable chunks. It definitely makes it seem more doable. Thanks!
You’re welcome, Scott. I’m glad this got you thinking beyond the idea of just earning a living. It’s a good start, but not the ultimate objective. In order to dominate our markets, we have to become exceptional at what we do. So the journey itself is well worth it!
How realistic is it to be able to actually dominate a market? It seems like it would be a pretty difficult thing to accomplish.
As we discussed in the podcast, Jim, a lot of it depends on the size of the market you want to dominate. “World conquest” would be tough, but dominating a city, part of a city, or even a niche industry can be done in bite-sized pieces. It starts with identifying exactly the market(s) you want to dominate and slicing them up into manageable sub-markets that you can begin to dominate one step at a time. Is it difficult to accomplish? No great accomplishment is ever easy, but consider the type of marketer you become just by attempting it. Test it out in one small area. Dominate that. Once you’ve proven to yourself it can be done, I think you’ll be hooked! If you have additional questions, let me know!
This was an awesome podcast! Truly, I’ve never heard something so empowering for my business. I highly recommend David Blaise for any advertising business that wants to succeed.
Thanks so much, Brett. I’m glad you found it helpful. I’ll be posting a full-length training on this topic inside the Inner Circle & AIM SmartEQP membership site within the next week or two, so keep an eye out for it!