Targeted marketing stage 1:
Selection of target market sectors

The chances are that your product or service can be sold into a wide variety of businesses - or it may be that geographical areas are a more important way of defining your markets. Either way, you must start by defining your key target market sectors.

So, sit down and think of, say, 6 market sectors - types of organisations - which could contain good potential customers. And don't say "we can sell to anyone". This is targeted marketing, remember. Some of the criteria you could use to select the key targets might be:

Further help on this topic...

You'll find further help on this topic, or closely related issues, in the side columns on this page..

• Sectors into which you have sold in the past, or where you have current customers - so you can demonstrate some credibility in understanding their specific needs.
• Sectors where your product might have an edge over your competitors (your cleaning cloths, say, are better at dealing with engineering swarf than other peoples')
• Sectors which are increasingly developing a need for your services (like lawyers are getting more interested in marketing!)
• Geographical sectors where you have a distance advantage over your competitors.

Come on... do a bit of creative thinking NOW. Remember - SIX different market (or geographical) sectors to start with.

Now you need to do a little list research...

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