Bill Cates, author of “Get More Referrals Now!,” list’s 3 compelling reasons for targeting one or more niche markets: (Cates, 148-149)
1. Word of mouth is much easier to create.
2. Referrals are easier to obtain.
3. Prospecting cold calls are usually much warmer to begin with.
He also mentions 3 primary avenues to follow when choosing your niche market: (Cates, 154)
1. Your previous experience
2. Your existing client base
3. Your affinity to a certain niche.
This book is an easy read for anybody who want to boost their referrals. Overall, I say that the book is practical.
