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Tip 4: Get Found For Your Niche Job, Product Or Service

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In previous blogs, we have discussed the importance of referrals. Having clients and friends recommend you by name will lead to the best jobs and clients. In this process, being found for your name and business name is the best use of your marketing time and money. However, there are many cases where referrals is not enough to give you the e-ttraction you need. You may have moved to a new country, be just out of university or changing industries.  In these cases your name and company won't be enough, you will need prospects to find you for your service.  Being found for what you do is a whole different marketing approach. This blog will help you identify your niche and give you some strategies of how to be found for it.

Company niche

If you are running your own small business, the methodology is the same. Think about what problem are you solving for the customer, and what value can you create for them. This isn’t the product you sell, but the solution. An old marketing adage is people don’t buy a drill, they buy a hole. If you really understand your customers pain, it is a lot easier to create a product that solves his problem and marketing that will grab their attention.

The niche solution you provide needs to be super specific. To ensure you have it clear in your mind, follow this simple process. Start by write a description of your target client. Picture them as a single person and detail their habits, behaviours, demographics, lifestyle and problems. In a job situation, this is the person hiring you. For a business it’s your preferred client.   Then write the way you can solve their problem with the skills you have and also why they would get you to solve that problem.

Let’s take an example of a real estate agency. You open in a new area and need to stand out amongst the many other competitors in the area. It is an affluent area and so you define the target client as Mary the mum. She is educated, 42, with 2 children at private school, works part time in a corporate role and very savvy. In this household she makes the decisions and demands quality service. Mary is weary of salespeople and doesn’t trust agents easily. You decide your niche will be providing advice and education to Mary and her friends to acheive word of mouth marketing. Your business runs monthly sessions in their homes to educate them on property investing and portfolio management. Over time you establish trust with Mary and her friends and receive many referrals for house listings because of this relationship.

Job niche

The first step is to establish what exactly is your niche. If you are reading this to boost your career, a niche is the specific job you are looking to do. It is the service you are providing to the company who is employing you to solve their problem. It is important to realise that the value you provide to the business isn’t in your job title or even your skills, it is based upon what value you can provide to their customers which they can turn into revenue. When you begin to change your mindset to the employees problems you can solve with your skills, rather than your own, you begin to open up a whole range of new career opportunities, some of which you might not have even thought of. These are the sort of roles that are created around you, rather than you apply with 1,000 other people.

Let’s use an example to clarify this process. Jim has been working in mining all his life and at 60 is looking for a final senior role for a few years in a large manufacturing or mining company reporting to the CEO. Jim would create a buyer persona for the CEO he most wants to work for. ‘Chris the CEO of X Mining, is a 45 year old first time CEO who has been an executive in a similar company for 10 years. He is a bit nervous taking on such responsibilities at his relatively young age, but has confidence in his abilities and know’s his MBA will help him navigate the role. His problem is he is new to this industry and hasn’t had any hands on experience so understanding the nuances of the business is tricky so he is advertising for a COO with industry experience.’ Jim knows that his hands on experience and personal contacts in this specific industry will be of huge benefit to Chris. Now Jim just needs to look for changes in his industry where the CEO requires a more experienced mentor.  

Marketing your niche

Once you have clearly identified your niche, you need to market it in the same ways that you market your personal brand and your business brand. On your social media and website you need to talk to your target person in the language you use. Highlighting the problem you solve, your solutions and your strengths.  Then you need to take action. Connect to your target market in LinkedIn, write content that is useful to them on your blog, share articles that would interest them and answer their questions. Help them solve their problem and they will reciprocate with referrals for your niche.

Google will also look after you if you have a clearly defined niche. In the real estate example, if you were writing about your specific workshops for mums in a particular suburb a search for that would easily find your website. Google is looking for the best match to a search query and a lot of searches are very specific. You can be found for your generic service ‘Real Estate Agent Kew’ with the other competitors or try the niche process and be found for ‘Free Property investment seminars for mums in Kew’, and be the only result.

                         P.S. If you are looking to boost your career or business in 2017, download our “10 Personal Marketing Tips ebook here!

Andrew Ford

Social Star, Level 4, Suite 402, 517 Flinders Lane, Melbourne, Australia

Marketing expert Andrew Ford, the founder of Social Star, has discovered the secret of ‘Powerful Branding’. With a fire for unleashing people’s inner brand and developing business models to generate profit from an individual’s passions, Andrew leverages ground-breaking digital and social media marketing techniques to create digital strategies for clients to attract maximum opportunities. Having established a strong name for himself in the field, Andrew blends traditional business techniques with now-necessary tools for entrepreneurs to achieve scale, quality, and influence in their niche. Andrew’s comprehensive business background and qualifications consist of a Bachelor of Business (Marketing) (RMIT 2003), a Graduate Certificate in Management (MBA Executive Program, University of Sydney 2005), and a Masters of Entrepreneurship and Innovation (Swinburne University 2011). Continually on the cutting edge of his own education, Andrew has tested his marketing theories in forums such as the BCG Business Strategy Competition, which he won in 2005 against all Victorian MBA schools, and the Venture Cup Business Plan Competition (Swinburne University 2003), which he won in the Masters category. With experience working at Hewlett-Packard, Sensis (Telstra) and IBM, Andrew also has mentored dozens of junior staffs to help them achieve their professional goals. Meeting and influencing high-profile public figures helped Andrew to realise just how many professionals require more understanding and control of their public brands or appearance, and need help with the skills to use the many amazing free tools at their disposal to generate success. At Social Star, Andrew consults with clients to uncover their personal brand – both where it is today and where it can be tomorrow – and refine and define how that should be displayed in social media in order to attract their perfect target audience. Andrew mentors his clients to rapidly grow their business’ audiences, resulting in larger potential client bases and higher revenue. Applying formulas that integrate over twenty years of Andrew’s business experience and fifteen years of formal business education, Social Star specialises in building clarity and velocity for clients’ brands using the ‘Understand, Build and Leverage’ methodology. ‘Having a Personal Business enables people to have an authentic, congruent connection with their valued clients and partners, using their brand as the bridge,’ says Andrew. ‘I’m highly driven to work with the new breed of entrepreneurs and small business owners – people who have a passion for making the world a better place. Traditional business models are stepping aside as people follow their innermost dreams and my role is to see them operate within their values while creating wealth. Some people think you have to sacrifice what you love to be successful in your business, yet it is actually the opposite. Follow your passion and success will come.’ Lecturing at Swinburne University from 2009 to 2011 on brand dynamics and digital marketing, presenting at numerous conferences, and consulting to hundreds of clients, Andrew has seen his philosophy work that if you follow your unique path, based on your skills, experience, values and goals, you will automatically attract the opportunities you desire and achieve the success you deserve. Living his mantra, Andrew has created a successful business and attracts high-profile clients including musicians, athletes, authors, models, entrepreneurs, professionals and small business owners, helping them find their ‘why’ in their business and fulfilment in their lives. Business for Andrew is more than work, it’s personal. Running a personal business means that he is able to fulfil all of his values rather than separating his life from work. It supports his two boys while providing social opportunities, educational development, fitness opportunities, spiritual fulfilment and many valuable friendships. Social Star has now become the vehicle for Andrew to crystallise his mission in the world, to help people love what they do, supporting his ‘why’, that if more people loved what they did, the world would be a better place.

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