| I have a great Callaway jacket - what do I like | | | | be customized or relabeled for that sector. Once |
| best about it? It has my website embroidered on | | | | you have strategic alliances in that sector, it's |
| it - a subtle yet distinct | | | | easy to expand to the entire sector. I once did |
| Anything that is customized or personalized | | | | seminars for an Executive Women's Club and |
| suddenly becomes very much more valuable. We | | | | ended up serving all their clubs nationwide. Had |
| like our own names and our company names and | | | | you set that up, you could have asked for and |
| our sports team names, don't we? So when we | | | | received up to 20% of all my income from that |
| customize a product or service for an industry or | | | | market, and that would have put at least $20,000 |
| a specific business, we create massive increased | | | | in your pocket. All it took to get me into that |
| value at very little cost. | | | | market was a friend making one, single phone call. |
| You can private label an innocuous shampoo for a | | | | One phone call can be worth $20,000 to you. Do |
| good hair salon and make serious money. You can | | | | Joint Ventures work? You'd better believe it! |
| make a seminar or sales training program industry | | | | Sales Tip |
| specific and sell ten times as many. I was recently | | | | Specialists get paid more and have more |
| talking with someone who created exercise | | | | credibility. Understanding more about an industry |
| DVD's. How about making one for seniors, one | | | | than your prospect positions you as an expert. In |
| for travelers, one for children, one for ladies, one | | | | order to do this, use statistics and education to |
| for teens, one for busy executives... then market | | | | differentiate yourself from the generalists who |
| each one through the marketing and distribution | | | | think they can cure anything from recessions and |
| channels reaching that particular demographic? For | | | | receding hair to bad knees and bad attitudes. |
| example, you would Joint Venture with seniors | | | | Management Tip |
| publications and clubs, AARP and seniors tours to | | | | The more you understand your prospect and his |
| reach seniors with your seniors exercise DVD. | | | | business, the more likely you are to sell to him. |
| When you find excess inventory, you can | | | | Train your employees to ask questions, make |
| re-purpose it in this way. You can also approach | | | | notes, do research and create industry specific |
| someone who presents training, seminars or | | | | solutions. Learn the language and jargon of the |
| teaching, and Joint Venture with someone who | | | | industry you're targeting. Become familiar with |
| has access a particular market segment, while | | | | their hopes, dreams, challenges and unique |
| procuring the rights to market their products and | | | | opportunities. |
| services to that segment and receive ongoing | | | | Motivational Quote |
| commissions. For example, how about Training for | | | | "I am an innovator. This is a term of distinction, a |
| Realtors? Get more specific with Training for | | | | term of honor, rather than something to hide or |
| Female Realtors and you'll make more money. | | | | apologize for. Anyone who has new or valuable |
| The more specific, the more terrific. | | | | ideas to offer stands outside the intellectual status |
| Which segment of the population do you have | | | | quo. But the status quo is not a stream, let alone |
| access to, or can you get access to? Once you | | | | a 'mainstream'. It is a stagnant swamp. It is the |
| have access to a demographic/psychographic | | | | innovators who carry mankind forward. |
| sector, you can go out and find products that can | | | | |