An Often Overlooked Secret Of Selling

By Author: Dr. Jamie Fettig
Total Articles: 5
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This could be the single most important secret you ever learn about marketing. I know it was for me. I probably heard this particular gem of wisdom a few dozen times over the course of several years before I really &#39got&#39 it. And when I did, it changed my life.

This one secret is at the root of *all* marketing success - and failure - whether online or offline. Grasping it will *greatly* accelerate your progress and improve your financial status fast. Ignoring it will guarantee that you stay stuck in a rut. It&#39s that powerful.

It&#39s not what you think. Most people who are attracted to marketing start out by focusing all their energy on learning *techniques*. There&#39s nothing wrong with learning marketing techniques. I&#39m always looking for new ways to improve my own marketing and - if I&#39m convinced of the value - I think nothing of jumping on a plane and flying half way around the world just to pick up an extra &#39edge&#39 that I didn&#39t have before.

But technique alone is not enough. Not by a long shot.

You can buy every e-Book, purchase ...
... every home study course, attend every seminar, fill your home with books, hire the best consultants and coaches, but it&#39s all for nothing if you ignore &#39the secret.&#39 In fact, knowing a lot of marketing techniques and not knowing &#39the secret&#39 can be downright dangerous to your financial, not to mention your mental, health.

Are your curious yet what &#39the secret&#39 is? Good!

Here it is and I hope you burn it into your brain because it will serve you over and over for the rest of your life and it very well could burst the seams of your bank account some day...The most important decision you&#39ll ever make when starting a new business is not what product to sell, not what headline to use, not which super-duper Internet marketing technique to employ...it&#39s this:

"The battle is won or lost on day one...when you pick your MARKET."

Successful marketing is not so much about the WHAT you market or the HOW you market as it is about WHO you sell to. If you get the WHO right, everything else will fall into place. If you don&#39t, not even the greatest marketing in the world will help you. The &#39WHO&#39 is the market you choose to sell to.

And here&#39s the rest of &#39the secret&#39... "Some markets are hard and some markets are easy. If you want to make maximum money in minimum time, go after &#39easy&#39 markets." What do I mean by an &#39easy&#39 market?

&#39Easy&#39 markets have the following three characteristics.

1) Easy to reach.

2) Have a burning &#39need&#39 for what you&#39ve got.

3) Have demonstrated through their past behavior, an ability and willingness to spend money on the kinds of things you plan to sell.

The closer the market you choose corresponds to this description, the &#39easier&#39 your life will be.

The wrong way. Many entrepreneurs - beginners *and* experienced - get tripped up here. They create a product that they&#39re sure the world will love. Or they hear that the Internet is a great marketing medium so invest in creating a super web site.

Both these approaches remind me of the old expression &#39putting the cart before the horse.&#39 The fanciest &#39cart&#39 on earth - the best product, the slickest web marketing campaign - won&#39t get you anywhere without a good &#39horse&#39 to pull it. In contrast, with the right horse, you don&#39t have to worry too much about the cart. Nature will take care of itself.

Richard Sears who started the famous Sears catalog and single-handedly kick-started the direct marketing and mail order industry over 100 years ago put it this way to a colleague once: "If it&#39s the right offer to the right person at the right time, I can write it on the back of an old paper bag in crayon and it will sell."

That&#39s how important picking the right market is. Now I&#39m not suggesting that you do your advertising on the back of old paper bags in crayon, but I am suggesting that you radically change your FOCUS.

By all means, continue to study marketing, but - starting right now, today - resolve to put at least half or more of your entrepreneurial time and energy into studying specific MARKETS. And while you&#39re at it, look for &#39easy&#39 markets which means:

Groups of people who you can easily reach...who have a burning &#39need&#39 for what you sell...and who have already demonstrated the willingness and ability to buy the kinds of things you plan to sell to them.

I call it &#39shooting fish in a barrel&#39 marketing.
Copyright © 2005 Dr. Jamie Fettig Resource box: If you value entertainment over education... the system seminar is not for you. But if you&#39ve got brains and guts and you sincerely want to be more than just another member of the &#39mediocre Internet marketing majority,&#39 take the FREE Pre-System Training. After just a few lessons you&#39ll see right away if the System is for you or not. The Pre-System Training is a course that stands on its own and over the years, it&#39s helped a lot of people make a lot of money. http://www.bazuji.com/system