Helping Sells Radio

We think we are so smart. We finally figure out that niching down on a narrow customer segment is the best place to start and then grow. It works. But as we grow, it doesn’t occur to us that our customers start to niche us. What does that mean?  Alex Goldfayn, CEO of the Evangelist Marketing Institute, and author of the new book, 5-Minute selling: The proven, simple system that can double your sales … Even when you don’t have time, explains that our customers put us in a bucket for that thing we sold to them. They get used to it. When they discover other problems and opportunities, they will seek solutions in other vendors because that is not what we do. That is how our customers niche us. They buy one thing from us and that’s what they think we do. If we don’t check in on them and ask them two simple but important questions, we might not be able to break out of that niche.  Alex is not telling us we need an entirely new sales process…just a new system for proacti