Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
Purchase Benefits
What is included with this book?
Introduction: You Can’t Reach a Customer You Don’t Understand.
PART I: SEVEN STEPS FOR SELLING TO NEW AND UNFAMILIAR CUSTOMERS.
1 Get Out of Your Comfort Zone to Grow Sales.
2 Get to Know the Customer You’re Not Getting but Should Be.
3 What Do They Need? Tweak Your Product or Service Offerings.
4 Make Your Sales and Customer Service Friendly: Little Things Make a Big Difference.
5 Communicate in Their ‘‘Language’’: Develop Marketing Messages Based on Their Values.
6 Use Technology to Reach Your Prospects: Micro Targeting.
7 Deal with Naysayers: What If Your Employees or Your Core Audience Don’t Like Seeing Their Product Marketed to Other Groups?
PART II: KEY CUSTOMERS WHO COULD DRIVE YOUR BUSINESS GROWTH.
8 Different Ages Want Different Things.
9 Women: Singles, Heads of Household, Working Moms and Stay-at-Home Moms, Home-Schooling, and More.
10 Immigrants: It’s About Acculturation, Not Assimilation.
11 Hispanics/Latinos: North America’s Fastest-Growing Ethnic Minority.
12 African-Americans: A Large and Lucrative Customer Base.
13 Asians and Asian-Americans: The Highest Household Income of Any Racial or Ethnic Group.
PART III: OTHER IMPORTANT MARKET SEGMENTS.
14 Political Views.
15 Sexuality: Gay, Lesbian, Bisexual, and Transgendered.
16 Hobbies and Special Interests.
17 Rural versus Metro.
18 Military versus Civilian.
19 Vegetarians versus Meat Eaters.
Conclusion.
Index.
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.