— John H. Melchinger, The Marketing Coach™
Market planning begins by improving your existing on-profile market penetration. By analyzing your best business and personal relationships, you may find opportunities you've had all along — without realizing it or appreciating their potential.
This is a relationship business; so before looking for greener pastures, concentrate your marketing efforts on the people you've been working best with and who are the most professionally and financially rewarding for you. After all, the more you have in common with your prospects and clients, the more readily personal rapport and productive business relationships will develop, and the deeper your positioning will be in your markets.
That's easy to say, but you can prove it!
Most new producers start off using Baseflow Project 100 and Business 100 to identify their "natural markets". That is, affinity groups, family members or people they know and with whom they have considerable leverage or solid third-party influence.
You can do the same thing for the same reasons with your existing client base.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.