Unfortunately, you won’t find my room on Clubhouse. Not because I’m not on Clubhouse. I am. There are some fantastic rooms there, and I’ve heard some meaningful discussions. I actually thought about opening a room, and I even decided what it would be called and who my partner coordinators would be.
But then I realized that I had totally forgotten the law of FOCUS. This law has a few meanings. I first read about it 25 years ago in what I consider to be the best marketing book I’ve ever read: “The 22 Immutable Laws of Marketing” by Al Ries and Jack Trout.
The law of focus says, “The most powerful concept in marketing is owning a word in the prospect’s mind.” We must create a clear identity in the minds of our target audience. The best way to get ahead of the competition is to be very clear and focused about what word we own.
But it starts much earlier. There are two decisions you should make regarding the basis of your market strategy: Who are your target customers and how should you define your product or service so that your potential customers understand its value?
As an entrepreneur today, you are probably confused. There are so many options, so many people who might need your product, and so many ways you can present your product to your customers.
Because there are so many options out there, you must find the customers who feel that they must have your product, that it solves their problem or best fulfills their need.
The problem is that to focus and be the best solution for one or two specific target audiences, you have to give up on so many potential buyers. Here comes the law of SACRIFICE—you have to give up something in order to get something. There are three things to sacrifice: product line, target market, and constant change.
So many opinions are out there. Everyone knows what you should do, who your target market is, and what marketing activities you should run.
But here is the truth: NOBODY KNOWS. You can’t know until you search the market from the point of view of your potential target audience.
Searching the market is not complicated today. In most cases, you don’t need an expensive research company. You can learn more about how to do it from my short guide, https://www.reachormiss.com/entrepreneurs-challenge-how-to-find-potential-market-for-a-new-product/ (The three free, practical steps to researching and finding your market).
Here are two examples of entrepreneurs who managed to build a successful brand by focusing on and owning a single phrase in the minds of their target market.
How did they manage to do this? They focused on the right things and sacrificed other options.
The first entrepreneur is Mike Stelzner, who created the leading social media blog “Social Media Examiner” and the Social Media Marketing World global conference.
Stelzner managed to own the phrase “Social Media” in the minds of his target audience.
Michael Stelzner is the founder of Social Media Examiner, the author of the books Launch and Writing White Papers, and the man behind Social Media Marketing World, the industry’s largest conference. He’s also the host of the Social Media Marketing podcast, the founder of the Social Media Marketing Society, and the host of the weekly Social Media Marketing Talk Show. Michael’s Career
“I started as a writer. Then in 2009, I did what I call ‘my great experiment’ when I was able to secure the website, SocialMediaExaminer.com for $10. I connected with some of my friends who were writers and encouraged them to write for this movement that I was starting, called Social Media Examiner. In 2009, not a lot of websites were giving out a lot of free information, and this thing just took off. In months, all of a sudden I had a crazy successful blog on my hands!
And then the rest is history … right? From that blog, we were able to launch an online confere