When you’re first getting started in promotional products sales, it’s tempting to start by casting a broad net and trying out orders from many different types of clients. However, it’s a good idea to focus on a niche market to sell into. Why? Because specialization increases the value you can bring to your customers and helps you to be an expert in the industry you’re selling to – which means you can become an invaluable resource to your clients.

But how do you find your niche market?

The greatest piece of advice we can give is start with what you love! If you have passion for the industry you’re focusing on, that will shine through in your sales pitches. For example, do you spend all your free time perfecting your golf swing? Consider that the golf industry is an $84.1 billion market! That means there’s a ton of opportunity waiting for you. Instead of targeting every type of buyer possible, home in on businesses centered around golf: golf courses, country clubs, sports supply stores, etc. Then become an expert on niche products like golf towels, tee markers, golf scorecards and country club apparel. You’ll begin to develop stronger relationships with the suppliers who manufacture these products which could help you provide your clients with faster turnaround times, higher quality items and more creative ideas. Additionally, you can use word-of-mouth advertising within the golf community to grow your customer base.

Another great benefit of choosing a niche market that aligns with your personal hobbies or interests is that you won’t mind spending your time in high-sales locations. If you’re already a golfer, you’ll be thrilled at the idea of spending time walking golf courses and exploring golf supply stores.

Once you establish which market you want to be your niche, you can move onto identifying the problems and needs of your potential customers. If you’re already someone who is active in this market’s community, you can chat with industry professionals in person or on forums and social media pages to discover how you can provide solutions to their biggest challenges. For example, if you’re already a member of a country club and looking to make the golf industry your niche, go chat with the owners or managers of your club and learn more about their businesses.

From here, you’ll want to learn more about who your competition will be. While chatting with industry pros, ask them who they currently rely on for branded products. Then, research these businesses and find out more. The more you can learn about your competitors, the easier it will be to stand out in the market.

Now that you fully understand your niche market and have researched your competition, it’s time to start selling! This is where building effective presentations comes in. Use our ESP platform to build a professional and compelling presentation full of imprintable products for your new clients.

Once you become an expert in your niche, you can then branch out one step further when it’s time to grow. For example, focusing on your niche of golf makes you a golf expert, but that may open opportunities to move into other sports as well as a simple growth strategy.

 

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