Just about every business course – webinar – podcast I attend, I hear the same thing.  Choose a niche.  Don’t try to be everything to all people. I’m sure you would have done similar exercises to determine your niche by figuring out where they hang out and then market to them exclusively.

If by chance you haven’t done this…then get on to it immediately because if you don’t know exactly who you are selling to, you have nothing to target and likely to miss the mark completely.

The best niche is an inch wide and a mile deep.  Trust me, if you niche your market there will be enough customers. Of course, you aren’t going to turn away clients if they aren’t in your niche though are you?

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It is crucial you know:

  • What keeps your clients up at night?
  • What are the problems you can resolve?
  • Why would a prospect buy your product/service?

So exactly who are your customers?  Who currently buys from you?  Why?

Assumptions can lead to incorrect decisions, inaccurate pricing, inappropriate marketing strategy – and ultimately, business failure.  The most successful small businesses understand that only a limited number of people will buy their product or service.


  1. Your problems aren’t your prospects
  2. Don’t assume you know what your clients want
  3. Develop a marketing message that resonates with your niche

Until next time

Author of “Good Girls do Sell – The Modern Business Woman’s Guide to Authentic Selling”

To work with Janeen, visit her calendar to arrange a Complimentary Clarity Call