Narrow Your Niche

Define your ideal customer and focus your messaging on that demographic. You actually want your message to be somewhat polarizing so your prospects can self-select (recognize themselves to generate interest or repel them away because they aren’t a fit). Categorize your clients into A, B, and C groups. Test your new messaging with the C clients first, then get their feedback and make changes. This way your messaging is better and your risk is lower as you move up into the clients you value even more.

[In Association with The Alternative Board International – Tips From The Top (Dan Kasper, Wishlist)]

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