What do I need to make a sale!?!
Well I'm going to share with you a story that I heard when I first started out.
Consider this question.
If you owned a hotdog stand and you could have one advantage over your competition..
What would it be?
Seriously, take a moment to think about that. What would you want that none of the other hotdog stand owners have, because this will mean the difference between your blogs or sites being profitable and just being.
When the original asker posed this question, he heard several replies.
Some wanted the best tasting hot dogs.
Others wanted the latest technology that would make them cook faster than the competition.
Some went on to say location, location, location.
What did he say?
He wanted a starving crowd.
Just let that soak in for a moment. A starving crowd. It doesn't matter how much competition. Doesn't matter if your hotdogs don't taste all that great or if they take forever to cook.
You are always going to make a sale because the crowd is starving.
So let's take a look at how you can apply this lesson to the Internet. You do know the lesson don't you?
(I'll spell it out to be sure)
It's not the product you're selling.
It's not the fancy website you have.
It's not the advertising you're paying for.
Or the software you are automating.
(All of that helps of course.)
THE KEY IS THE MARKET ITSELF.
It's not what or how
It's all about tapping into that mirco-niche and providing them with a solution to their problems.
Make sense? Right now you are feeling one of two ways, right? You either have that sinking feeling that you've already made the mistake of not advertising to the right "who"? All that hard work and all those sleepless nights in vain?
Or perhaps, like me you are excited about this little nugget of golden information? Realize what it means for your future success? You look forward to future potential instead of dwelling on the past mistakes.
In either case, you're asking yourself
"So how do I find the right "who"?
You can overcome the fact that you aren't advertising to the right crowd by asking a few simple questions.
Who are they?
Seems obvious but really take the time to think about it. Not just their demographics - male/female, age, hobbies, interests etc - but try and tap into their thoughts, their trends, their reasoning process.
The best way to find this information is by becoming a member in their forums. Do NOT spam them with your products. Just learn from them. Soak it all in. You will be able to find out what problems they face and not only that, you'll also be able to find the answers to their problems right there in the very same thread. Forums are a one stop shop for research.
What is their Emotional Temperature?
By this I mean, how desperate are they to find a solution? Is their problem something they think about once a week? Once a day? Several times a day?
As an example, somebody who searches the term "dog training" has probably got a new puppy and they are looking for some free information. Somebody who searches for "How to stop your dog from chewing on the furniture" has a serious problem training their best friend and they want a solution. Now.
Or consider this. Someone without a lawnmower - only thinks about it when the grass gets to long. A first time pregnant mother-to-be? How many times a day do you think she thinks about her baby?
Another clue to the profitability you will find when you are doing your keyword research. Look for long tailed keywords - the longer and more specific the keyword, the closer the searcher is to buying your solution.
Who else wants a piece of them?
This is an easy way to evaluate whether or not the niche is profitable. If you walked into the magazine aisle, would you find a mag just for them? Don't want to find out? When you Google the subject, have a look at the SEPRs...are other people advertising? If you can see the list of AdWords next to the search results then chances are you are onto a winner. If other people are willing to pay for adverts, then they must be making a profit.
Just to recap...
It's not the product you are marketing,
But the people you are marketing to.