Guide to Targeting Industry Segments

Industry segmentation is a means of defining the types of businesses to which your company will offer products and services and try to win over as customers. Your services will be in demand by industries that have similar needs, so it is essential to identify and categorize the industry segments and vertical market segments that will make up your potential client base.

Targeting industry segments will help expand your business because you are only marketing to companies that are likely to require what you have to offer. This saves you time and money. Targeting vertical markets will be profitable when you:

1. Establish your niche as a provider of goods for a well defined industry segmentation.

2. Dominate a vertical market by becoming the lead supplier of their goods and services.

3. Keep up with the ongoing and expanding needs of your vertical market segmentation.

Action Steps
The best contacts and resources to help you get it done

Identify your industry segment

It is essential for any business to know what companies make up their vertical market segments. Tailor your marketing campaigns to the companies that are likely to work with you.

I recommend: First Research, Inc. provides industry profiles to help determine which companies may be part of your industry market segment. Access profiles for every company in the United States or Canada with a free trial from Selectory.

Understand the needs of your vertical market

Your company must know what your clients need, and even what they don't realize they need. Make a personal connection with prospects to win them over. Show them not only what your company has to offer, but how your services will benefit them. Make offers that speak to them directly and solve business problems for them.

I recommend: Include personalized messages on your website to your target customers with Valtira LLC. Try Listening Methods, a company that researches the opinions, needs and goals of your potential customer base. Quinetix helps you understand the needs of your clients so you can provide ongoing solutions.

Get your message out to your industrial market segments

Targeting industry segments via advertising is necessary to gain new clients and increase your profit margin. Work with a company that will help you with marketing to specific industry segments.

I recommend: MyMarketingDept. Inc. assists small businesses to obtain sales meetings with potential clients. Elliance helps build your company brand and provides advertising to vertical markets. Faction Media is a full-service, business-to-business marketing company that guides you through the process of marketing to industry segments.

Tips & Tactics
Helpful advice for making the most of this Guide

• Investigate how your competitors are advertising to industry segments that make up your vertical markets. Remain competitive with the pricing and special deals they offer.
• Produce a memorable logo or slogan that members of your industry segmentation will remember. When people have your company in mind, they are more likely to do business you.

The official source of Targeting Industry Segments is
the Targeting Industry Segments page at Business.com