Devoted to Managers and those that seek to improve their management skills

In this post we continue with our discussion on learning strategies on sales projections for your business or department.

Another way to make accurate projections is to positions yourself to dominate new entries into your market. What does that mean and how do you do it?

Let's look at an example. Say your research shows that the great majority of your business is with young males from the ages of 20-35 (ok, to me that's young), and have an average income of around $32,000 or more.

First you must zero in on developing your marketing program based upon these facts. So what you need to understand is that your new customers are going to be in the very young twenties or late teens. So the positioning is to get them to want to do their business with you rather than your competitors.

How is this accomplished? You must either do your own research or search out existing, timely studies that deal with the age group your looking at. You need to have a good grasp of their various habits, things they like or dislike and the different things they prefer that will determine their relationship with your offerings.

While this sounds easy enough, and in concept it is, the thing that makes it difficult is the things that appeal and affect the members of any demographic are constantly changing, so you must, on a constant basis keep up with the trends that are endlessly flowing on.

I'm not talking every week, of course, but you need to check in on what is happening and is of interest to those that you are looking at hooking before your competition gets them. Doing this will help you be able to project much more accurately what your sales will be.

Part One

Part Two

Part Three