Work From Home
5 Required Steps To Generate
by J. Kenneth Ezra
If you're reading this you are probably between 27-44 years old (although some
of you progressive types will be just under 27 and a bit older than 44).
You work in a sales-type situation mainly from home. Meaning if you don't
get sales you starve. You are a go-getter. You seek to improve
yourself and your statistics. Some of you live all over the world, tucked away
in your corner of the globe. You have some kind of product that you want
to market but need more sales. You have good business sense and are
thinking I need to make more sales and I don't know what to do? You want
to do it on your own. Sound pretty close? If you make it past
the next paragraph you probably are a good person too. Read why the above
is exactly what you need to DO when thinking about your own marketing and sales.
How many times have you heard someone you know become a realtor, an insurance
agent, a hypnotist, or a financial planner and so on. You know, "So
and so got her real estate license." "So and so has his/her own website
now?". Wow. Good for them. Do you ever get the feeling that
they use the fact that they "started" a new profession or field to basically
make others feel small. Have no fear, the reality will set in soon enough that
they will have to get clients (and a lot of them) to make it worth their while.
If you are one of those people or you work from home and you don't want to make
others feel small but want to generate more sales, read on.
Let me enlighten you on the realities of being a "salesmen" in any capacity.
Whether you work from home, or you work for a big corporation strictly on sales.
If you don't get a high number of sales, you will probably spend more money on
your new venture than you make. I mean it. You have to work
hard and get a lot of no's before you get enough yes's to make it worth your
People always ask me "How did you generate enough sales?" "You must be a
natural salesmen". Well, let me tell you I am a good salesmen but that
doesn't excuse me from any of the real work it takes to generate sales.
But let me give you what I think anyone interested in generating sales MUST do:
I'll say it again, because you think you may know what I'm talking about: Niche.
Almost everyone I talk to that doesn't make it as that insurance agent, mortgage
loan officer, real estate agent, or financial planner thinks they have a niche.
However after some explorations into their plans you hear they have what they
think is a niche. Let me explain. When I was in the foreclosure
business, I entered a fierce competitive cutthroat business. Most of the
failures came from people who thought because they were in the foreclosure
business that was enough. It was a niche in-and-of itself, right? But it
wasn't. This is a niche (and you could take it further):
Homes within a zipcode that are 4 bedroom 2 bathroom, with the owner being
unemployed 5 months or more with 1-2 children and going through divorce.
They will be between the ages of 28-42. They will have had income of $85k within
the last two years from a job that required 50% or more on commission.
They have loans on their home of more than 80% of the value. Their home is
in foreclosure but they are not late on their car payment. Their home is
in perfect shape and they want to move on with their life.
With the niche detailed above I am given plenty of opportunities to market
directly with little or no competition. Making it possible for me to spend
money on advertising to those niche people instead of trying to place ads or
talk to the multitudes that the big guys are vying for also.
2. Appeal to Niche emotional needs.
The niche above gives us a clear look into a life of someone. And they are going
through something. They are feeling a certain way because of that
experience. The fact is they will buy from you, or use your services if
you APPEAL to those emotions. If they feel like you understand their
situation and are really ready to serve that at a good price they will trust
you. In fact give them MORE for their money. You could even charge a
premium and you've become indispensable to your niche.
3. Specialty Products for Niche.
My client owns a fruit market. His shoppers usually speak another language
than the country's official language. So he must have clerks that speak
that language. He has specials on foods only the Niche would buy during
the Niche's special holidays. He explains: "Our shoppers like us because
on their holidays we put signs up in their language and have specials on food
products that coincide with that holiday, and clerks that speak their language."
4. Survey the Niche.
Constantly keeping up with your Niche's likes and dislikes is essential.
They are changing as the Niche's grows and goes through challenges
of the marketplace. For instance, my client is a real estate agent that
exclusively markets, apartment building owners in their 50's, in a particular
zip code, in Chicago. Because she has implemented a system of survey she
found out that most owners are converting to condo because of the taxes and
vacancy rates. These factors were becoming more of a challenge. Why
didn't they just sell? Because in your 50's you still need make money and
these owners weren't ready to retire. So she found out that her Niche, apartment
building owners in their 50's, was changing to Condo Conversion, property
management and sales owners. So now she could get products like: Learn how
to avoid building code violations when converting your apartment building,
Seminar from me, your friendly Condo-Conversion Realtor.
5. Give the most efficient service, with fullest possible quantity and best
quality. Have you ever been taken advantaged? Did someone ever rip you
off? Did you ever get over charged for something? Did the wait staff
treat you rudely? We all have feelings, nothing worse than getting
shorted. However, there is nothing better than knowing yourself that you
did your homework and gave the best you could give to a client. You have
the satisfaction, knowing your client just got the best they could get.
And you received a nominal fee for it. You will get referrals because of
it. Now you're generating sales just by Niche marketing.
I'm running an experiment on the newest information marketing website turnkey
system. In this system, FREE modules on internet marketing that I
definitely use. The system advertised the typical promises: "help
you make money from home with very little money, time and offers plenty of
solutions that can cover most of your knowledge deficiencies." A current
example to show anyone who is interested about home based turnkey systems: view
an experiment system. See the bank statements to view how profitable or
not so profitable.
Follow the money at
J. Kenneth Ezra is a writer, real estate consultant, producer and Elite Success
Coach. His articles have been read by thousands of people looking to do
better and make more money. All parties win or no one wins. International
Coaching Federation Member #1020768 Follow the money at: