How to Market to People Not Like You: "Know It or Blow It" Rules for Reaching Diverse CustomersISBN: 978-0-470-87900-9
Hardcover
240 pages
March 2011
|
Introduction: You Can’t Reach a Customer You Don’t Understand.
PART I: SEVEN STEPS FOR SELLING TO NEW AND UNFAMILIAR CUSTOMERS.
1 Get Out of Your Comfort Zone to Grow Sales.
2 Get to Know the Customer You’re Not Getting but Should Be.
3 What Do They Need? Tweak Your Product or Service Offerings.
4 Make Your Sales and Customer Service Friendly: Little Things Make a Big Difference.
5 Communicate in Their ‘‘Language’’: Develop Marketing Messages Based on Their Values.
6 Use Technology to Reach Your Prospects: Micro Targeting.
7 Deal with Naysayers: What If Your Employees or Your Core Audience Don’t Like Seeing Their Product Marketed to Other Groups?
PART II: KEY CUSTOMERS WHO COULD DRIVE YOUR BUSINESS GROWTH.
8 Different Ages Want Different Things.
9 Women: Singles, Heads of Household, Working Moms and Stay-at-Home Moms, Home-Schooling, and More.
10 Immigrants: It’s About Acculturation, Not Assimilation.
11 Hispanics/Latinos: North America’s Fastest-Growing Ethnic Minority.
12 African-Americans: A Large and Lucrative Customer Base.
13 Asians and Asian-Americans: The Highest Household Income of Any Racial or Ethnic Group.
PART III: OTHER IMPORTANT MARKET SEGMENTS.
14 Political Views.
15 Sexuality: Gay, Lesbian, Bisexual, and Transgendered.
16 Hobbies and Special Interests.
17 Rural versus Metro.
18 Military versus Civilian.
19 Vegetarians versus Meat Eaters.
Conclusion.
Index.