How do I target the right audience?

[Bravecart]

Hi all,

I'm currently trying to market my website/e-commerce package. I want to target small businesses/shops, or anyone who wants to make a step up from something like eBay and sell their products through their own e-commerce website.

I've already optimised my own site and have a company running my search engine submissions. I've also got a Google AdWords campaign running which is gaining me a small number of clicks each day.

How can I take this further and start to gain some real interest? I feel I'm in quite a niche but already overcrowded market, so it's hard to gain any notice. However, I feel what I'm offering is unique as it's the only truly cost-effective, complete all-in-one solution that gets people up, runnning and selling on the Internet - without the need for any Internet, programming or website creation knowledge. Most of the competition are either extremely expensive with ongoing subscription fees, or require you to integrate the solution into your own existing website. I'm targetting those that don't have the time/knowledge/skills to do this, but simply want something up and running quickly so they can start their own small business withouth paying the usual high costs or subscription fees associated with the more tradition web design and e-commerce services.

How can I best target this market? Flyer drops to local small businesses? Adverts in trade newsletters? I'm feeling a little overwhelmed at the moment!

Thanks in advance for your help.

All the best,
Chris Walker

Bravecart
http://www.bravecart.co.uk

[Rob Holmes]

Hi Chris - I came across your cart a while back :)

You need to know your market, then once you have them defined, you need to realise what their problems are and how you can solve them.

Then put that across on your website in the wording and colour scheme most suited to the style of client you are aiming for.

Thats for starters ;)

Rob

[Bravecart]

Thanks for the reply Rob. I kind of tried that with the wording in my Google AdWords campaign, to attract the right kind of market - but you're right, maybe I need to concentrate on that side of things a little more in the wording on the site, particularly on the front page.

Chris

Bravecart
http://www.bravecart.co.uk

[Rob Holmes]

Thanks for the reply Rob. I kind of tried that with the wording in my Google AdWords campaign, to attract the right kind of market - but you're right, maybe I need to concentrate on that side of things a little more in the wording on the site, particularly on the front page.

Chris

Bravecart
http://www.bravecart.co.uk

Hi Chris..

When you surf the web going to sites you have one thing in your mind..

Will this site satisfy what I'm looking for, actually people are desperate for this - theres nothing worse that having to back off a site and try somewhere else.

Now put yourself in the mind of your typical visitor - realise thats what they are thinking when they hit your site and do your very best to supply exactly what they are looking for.

They will be relieved and buy from you!

I have to say I think you could do with a site facelift to match the quality of the sites your competition offer!

Rob

[Bravecart]

OK, thanks for the tips. I'll bear it all in mind and have a think. I've got a lot to learn........ :wink:

[WakingDragon]

What you can do will depend upon the budget you have available. It sounds like you are starting right at the beginning to me so excuse me if some of this is teaching you how to suck eggs...

1. Identify your market & research it
Decide upon a type of business you will approach and start calling them. Tell them you are doing market research, not trying to sell them something, and they should be willing to spare you 5 minutes or so.

You need to find out if they would be interested in the product you are selling and if they can afford to pay what you want them to. But, as previously stated, you need to find out what "needs" or "pain points" they have that your product can resolve. Ask clear and simple leadin questions that will get them talking and write everything down!

If you find that this particular market are unwilling or unable to buy your product, identify another. Keep doing this until you have plenty of volume and a positive group of prospects to clearly attack.

You will also build up a list of people who are interested.

2. Assess your competition
Check out their products, their strengths, weaknesses and price. Compare to yours. Think laterally!

3. Act quickly
Someone will do exactly the same thing if you don't do it better and first.

4. Respond to needs
Your product is irrelevant. As you talk to people you will understand what they need and you may be able to deliver that in a totally different way or have to massively alter your product to suit. Do so or you are flogging a dead horse.

5. Communicate effectively
You should already have contact 100+ people so use that. Get a "personalised" (generic) proposal together and post it out to each of your positive contacts. Stick it on nice headed paper with a business card and you will be away.

Follow up and see how many go for it. If you have responded to their needs and assessed that they can afford your product then it should be a fairly simple process.

6. Choose when to give up
Laziness will bring you nothing (much like Google adwords I am told). But hard work does not necessarily bring rewards - that's just the way business goes. So you need to have a clear idea of when or why you will give up on the plan if it ain't working. This is psychologically important so that you can get on with your life.

hope that helps ;)

[Bravecart]

Thanks very much for such a detailed reply. I'll take it all on board and prepare a plan of action. Thanks again.

Chris

[WakingDragon]

Thanks very much for such a detailed reply. I'll take it all on board and prepare a plan of action. Thanks again.

Chris

let us know how it goes.