Absolute Focus Wins In B2B, you need to change your mindset to truly dominate your beachhead market. Your marketing, your distribution, your whole product, your focus — everything has to change. Your value proposition has to change from ‘look at all the great things that can happen
Let’s talk about bowling… If you imagine the move from early adopters to the mainstream audience as a bowling alley where each pin represents a niche market… As you knock over a pin – or capture a significant share of that niche – you can
Great. Your product could be useful to different B2B customer segments. Pharma, legal, marketing, construction… How do you go about selecting which one to focus on? Use this B2B customer segmentation analysis to find out: First thing first, you need to create an hypothesis profile
Imagine this: Your team decides to focus on a segment in the farming industry. Maybe your company goes through a complete rebrand, uses some of the value propositions learned through discussions with prospects, but nothing really changes in terms of marketing strategy and acquisition channels.
I get it. Limiting the size of your market is counter-intuitive. You started with a grand vision. You know how big your business can be. Going niche feels boring. It takes you away from the epic vision. By going niche, you’re excluding desirable clients that
In the early days, you’ll have both good and bad customers. You’ll deal with terrible companies, but also great ones. So, how do you make sure you’re targeting the right customers? The sooner you’re able to recognize what makes a great customer for your business,
I’m creating the Find Your Target Market video course to help answer one of the most common questions I get from entrepreneurs: how do I find the right customers for my product? As a founder in the early days, you take what you can get.
