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Start-up Advice

10 Questions to Ask Before Determining Your Target Market

The better you understand your customer, the faster your business will grow.

Alina Dizik

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How to Find a Target Market

“We often overestimate the market size, and in many cases there may not be one at all,” says Robert Hisrich, director of the Walker Center for Global Entrepreneurship at the Thunderbird School of Global Management in Glendale, Ariz.

Here are 10 questions that can help you determine whether you have a target market and what it is:

1. Who would pay for my product or service?

First, try to understand the problem that your product or service can solve, says Greg Habstritt, founder of SimpleWealth.com, a Canada-based advice website for small-business owners. Then, use that information to help determine who would be willing to pay for a solution.

“Not only do [your potential customers] need to have the problem, but they need to be aware they have the problem,” Habstritt says. He recommends using Google’s keyword tool to see how many people are searching for words related to your business idea.

2. Who has already bought from me?

To refine both your target marketing and your pricing strategy, see who has already bought your product or service, says Amos Adler, president of Memotext, a medication compliance app maker in Maryland. You can gain valuable insights by releasing the product in a test phase and letting potential consumers speak with their wallets.

3. Am I overestimating my reach?

It’s easy to assume that most people will need your service or product. But rather than make assumptions, reach out to groups of potential customers to get a more realistic picture of your audience and narrow your marketing efforts.

You can conduct surveys, do man-on-the-street type interviews in stores, or organise small focus groups. “We get so passionate about the idea and how good it is that we overestimate the market size,” Hisrich says.

 

4. What does my network think?

As you try to understand your target market, it may be challenging – and expensive – to seek feedback from potential consumers through surveys, focus groups and other means. But you can tap into your social networks to get free feedback.

Many people in your extended network will likely be willing to take the time to give you opinions and advice, says Bryan Darr, founder of Mosaik Solutions, a data analytics company in Memphis, Tennessee.

5. Am I making assumptions based on my personal knowledge and experience?

Your own personal experience and knowledge can make you believe that you understand your target market even before you conduct any research, Habstritt says. For example, if you’re a fitness buff and want to start a business related to personal health, you may assume you know your customer.

“Don’t assume that you can think like your target market,” Habstritt says. “You have to ask them and talk to them to really understand them.”

6. What’s my revenue model?

Figuring out how you’ll reap revenue can help you find your target market, Hisrich says. Social ventures can be particularly tricky, he says, because without a specific plan for getting revenue it’s easy to overestimate the size of the customer base. But if you’re revenue model is simply selling a product online, it can be easier to figure out a target customer.

7. How will I sell my product or service?

Your retailing strategy can help determine your target market, Hisrich says. Will you have a store, a website or both? Will you be marketing only in your home country or globally? For example, an online-only business may have a younger customer than one with stores.

A brick-and-mortar business may narrow your target market to people in the neighbourhood.

8. How did my competitors get started?

Evaluating the competition’s marketing strategy can help you define your own target customer, says Darr. But of course, don’t simply copy the marketing approach of your biggest competitors once you define your target consumers. “You must have a way of differentiating what you are doing from what the other guys offer,” he says.

9. How will I find my customers? 

As you start defining your target customers, try to determine whether you can efficiently market to them. You’ll need to do some market research and study your target audience’s demographic, geographic and purchasing patterns.

If you’re selling from a storefront, you need to know how many people in your target market live nearby. If you’re selling from a website, you need to learn about your prospective customers’ online behaviour. Understanding how to locate your customers early on can help you establish a game plan once you start building a marketing strategy, Hisrich says.

10. Is there room to expand my target market?

Be prepared to redefine your target market or to expand it over time, Darr says. For example, figuring out whether you’re targeting a domestic consumer or customers throughout the world can be a good start. As the power of mobile mapping has grown in the last decade, he’s seen the number of target markets grow at his own firm.

In the beginning, Mosaik dealt mostly with wireless operators, but now he also counts cable providers and broadcasters as clients, Darr says.

Alina Dizik is a freelance journalist and writer based in New York City. Her work has been published in The Wall Street Journal, iVillage, More magazine, The Knot, BusinessWeek and the Financial Times. She covers entrepreneurs, consumer trends, business education and careers.

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Start-up Advice

Entrepreneurship: How To Develop Your ‘Great Idea’

There is one or more critical elements that a significant proportion of start-up entrepreneurs overlook when evaluating their own idea/s.

Dirk Coetsee

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Empty pockets never held anyone back. Only empty heads and empty hearts can do that. – Norman Vincent Peale 

Volumes of start-up entrepreneurs claim to have wonderful ideas that will serve as a catalyst to attaining riches. Often once internally convinced of their own great idea they march into the offices of bank managers, venture capitalists, or angel investors and ‘blurt out’ their earth-shaking idea with a staggering amount of confidence only to regularly hear loud and repetitive echoes of that unpalatable word ‘NO’ .

Totally devastated and mesmerised by the behaviour of investors, self-pity often sets in and the prospective investors are blamed for their lack of vision and understanding. Holding oneself accountable and doing honest self-reflection often only comes with a great deal of experience and wisdom therefore inexperienced entrepreneurs often falter at the first serious hurdle that they face and go back to a day job blaming others for their failure.

There is one or more critical elements that a significant proportion of start-up entrepreneurs overlook when evaluating their own idea/s:

Within the grand scheme of things it really does not matter if you think you have a great idea that will transform into a ‘money maker’ in reality it only matters if the market believes your idea is great and am willing to pay for it. An untested idea can never be great an idea has to be actualised and proven to be great or not.

Wise investors are more interested in investing in you as opposed to investing in ‘your great idea’ because the idea will only have traction and sustainability if the person that conceived it is willing to overcome any and every obstacle in his/or her way and move towards success with urgency and a sense of unwavering commitment.

Related: 20 Quick Money-Making Business Ideas

Carefully considering the above it is a smart move to create a ‘minimum viable product’ , to test your product in the marketplace and to adjust according to the findings of your research until you have moulded your ‘great idea’ into and actualised ‘great product’.

Do not attempt to entice investors armed with only a ‘great idea’ instead announce a market tested product with a proven demand when you pitch. Speak to industry experts, hear what entrepreneurial peers have to say about your products or services, create focus groups and have a number of consumers test your product. Carefully listen to the cues prompting improvements within their feedback and adjust where and if appropriate.

Engaging consumers, peers, friends and family with a minimum viable product is taking great strides towards not only refining and improving your product or service but also at the same time assists in formulating your sales and marketing strategy.

The attempt to take an untested product or service to a marketplace where the ‘lukewarm’ are often gulped up can cause a great deal of pain to the start-up entrepreneur and can be a very costly exercise. It can be both emotionally and financially draining to such an extent that the entrepreneur gives up on his or her dream relatively quickly.

To what degree you factor in the testing of your product considering both your start-up budget and project timeline can have a great amount of positive impact on your success.

As a business coach I have never underestimated the value of having a wise mentor whom can give sound advice and support especially during the start-up phase of your venture. Consult with your mentor on how to thoroughly test your product or service and structure the testing phase of your project in such a way that it saves you money and a lot of pain in the future.

Read next: The Ultimate 101 List Of Business Ideas To Start Your Own Business In South Africa

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Start-up Advice

How To Turn Your Side Hustle Into A Full-Time Gig

It will be scary, but also incredibly rewarding.

Nicolette Amarillas

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Few people are lucky enough love their 9-to-5s, and more and more people are finding themselves doing something else on the side, either to add to their income or to feed their passion. Sometimes, those “side hustles” start to feel more and more like “the real thing,” and suddenly these people are dreaming about running a business of their own. Sound familiar? If you’re one of the thousands of people dreaming about turning your side hustle into a true business, you’re not alone.

Moving away from a steady, full-time position to being on your own is the scariest, yet most invigorating feeling in the world. I’ve found most people consider entrepreneurship either unattainable or, honesty, highly romanticised. The reality is that neither is correct. Being an entrepreneur is a ton of work, but it’s also completely possible.

1. Be clear and honest with yourself about when it’s time to make the jump

Giving up the benefits and security that come with a full-time job is scary, and sometimes unrealistic, but it’s also dangerous to keep waiting until the time “feels right.” Ask yourself exactly what you need to have before you can make your side gig your new reality. A good rule of thumb is to have enough savings to live for about six months without income, and/or with the income you already have from your side clients.You should also have a clear idea of who your potential clients might be and how to connect with them.

Related: 20 South African Side-Hustles You Can Start This Weekend

After taking care of the logistical considerations, try to avoid dragging your feet. According to the British Psychological Society, you’re 91 percent more likely to accomplish something if you give yourself a deadline. So do it! Hold yourself accountable. Maybe you’re not willing to stay at your current job beyond a certain date, or maybe there will be other indicators that will make you certain that it’s time to go.

If your current role isn’t fulfilling and the passion is gone, it may be the perfect catalyst for making the jump.

Both of my businesses came to fruition because of my own realisation that I wasn’t flourishing in my current roles. I wasn’t the best, I wasn’t seeing the success I wanted and instead of feeling defeated, I changed directions. For me, the clearest signal that it was time to leave was that I didn’t believe in the goals I was supposed to be working toward.

2. Before you quit, put the processes in place to help your side gig scale

Early on, business organization and strategizing is a huge component of success. You’ll need to limit stress and create as much efficiency and ease as possible in your daily systems. This could mean scheduling things carefully, or using free software to make your work more effective. I try to divide the week into days assigned to different businesses tasks. Try as best you can to not switch back and forth between your different focus areas within the same day. Going back and forth between tasks that are not related is inefficient and breaks focus. Give your brain a break and keep yourself on one straight road each day.

Digitising your work can help, too. According to Accenture, companies that use cloud collaboration tools with their teams improve productivity, have greater clarity about what’s going on in their business and save money. When you first start out, it can feel silly to keep documents in a shareable cloud space (like Google Drive, DropBox or whatever option you like best), but you need to have the structures in place so that you’re organised and ready for the time if/when you hire a team to support you. This is a good thing to play around with before you quit your main gig. Having the tools and processes you know work well for you ready to go when you make the switch can make ramp up time easier.

It’s long hours, it’s always being “on,” its wearing too many hats, but it’s also incredibly rewarding. So, how do you successfully turn your side project or passion into a prosperous business? What are the steps? We all want the “1, 2, 3 and voila, here it is, a company of our own,” but realistically, how can we make it happen? I can only speak to my own experience, failures or what I like to call “directional pivots” and successes. There have been a few true catalysts that have helped me turn my two side gigs into full-time gigs.

3. Work hard, and be humble

Your time is valuable, but as new entrepreneur you can’t treat it like currency. What I mean is, be prepared to put in lots of hours with minimal return. Initially, time may not correlate with financial success; this is an incredibly important mindset to remember. Your time isn’t money, yet. It’s groundwork. Building a side gig up from the ground requires wearing a lot of different hats. If you want your business to succeed, you have to be ready to play customer service rep, salesperson, individual contributor and HR.

Related: 50 Jobs, Gigs And Side Hustles You Can Do From Home

If you’re feeling overwhelmed, break the work down further. Spend more time working on the day to day tasks, checking things off the to-do list. These are all working toward your big vision, but in small doable pieces rather than hefty overwhelming ones. Try not to consider any task “beneath you” and take some time to truly understand what goes into each part of your business.

You won’t have a boss telling you what’s right or wrong, so you’ll need to build a sense of self-accountability – one of the toughest parts of being an entrepreneur. Take notes about the challenges you face in each aspect of your business so that you’ll know what anyone you might hire will have to cope with. It’s your best chance to uncover important considerations and think about what resources might need to go where, down the line.

4. Surround yourself with smart people – even if you never plan to work with them

As much as entrepreneurship can be a solitary job, especially in the beginning, it’s vital to your success to remember how others can help you thrive. Invest your time in like-minded people. Take time to get to know others and their stories and create valuable relationships. So much of success is built from opportunities or inspiration from people we know.

Find people you connect with to talk about your ideas, write about your ideas online and build a community that empowers you. Take advantage of those around you who want to see you succeed. You’ll be surprised at how much people want to help!

Related: 3 Ways To Set Your Side Hustle Up For Success

The number of new startups and small businesses has dropped dramatically in recent years, nearing a 40-year low in 2016. The landscape has gotten tougher, which makes being an entrepreneur scarier. Turning a side hustle into the real thing is not easy, and I’d be lying if I said I loved every minute of it. But, just as with most other big decisions in life, there are always lessons to be learned no matter what happens. Be thoughtful, take smart risks and see where your “side hustle” can go.

This article was originally posted here on Entrepreneur.com.

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How To Keep Big Ideas From Being Big Failures

Simple, Yet Effective Business Advice from Clients on Demand Founder, Russ Ruffino.

Jeff Broth

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As an entrepreneur, it’s not uncommon to have big ideas. Ideas that, if worked properly, can take your business to higher levels.

Maybe you’ve came up with a way to enhance your products or services that would advance your company lightyears ahead of your competitors. Or perhaps you’ve thought up a new gadget or tool that, once developed and released, could potentially change the world as it exists today.

The problem with having these big ideas is that sometimes they fail. And they can fail hard.

Big Ideas Can Equal Big Failures

Take Coca-Cola, for instance. On April 23, 1985, this well-known company announced that it was changing its formula and releasing the “new Coke.” While its goal was to update a soft drink that had been 99 years in the making, it actually had the opposite effect. Consumers were mad. Real mad.

People had grown to know and love the taste of Coke, so the thought of it changing didn’t sit right with their taste buds. Many protested the company’s actions, creating such a stir that, in addition to being picked up by news sources everywhere on that day, it is still being talked about today.

Ultimately, Coke recovered and is still loved by many. However, it easily could have went the other way, potentially causing a revolt big enough to force them to close their doors.

So, what can you do to take your big ideas and turn them into wins versus risking them becoming huge failures capable of sinking your business? According to one entrepreneur, you simply do a numbers test.

Related: 3 Companies With Memorable Slogans, And How To Create Your Own

The Numbers Test

In a People Stack Podcast, Russ Ruffino shares that his company, Clients on Demand, is on track to earn $20 million this year. This number is up from $4.5 million in 2016, just two short years ago, and Ruffino says that one thing has helped him reach this level of success is that he and his team use data to help them decide what to do. “We always run the numbers,” says Ruffino.

For instance, if your big idea is to recreate one of your current products, how much will it cost your company to make and test a prototype? What about manufacturing costs on a larger scale?

Think also about expenses related to marketing the updated product line and costs associated with creating enough buzz to get it to really sell. Put them all together and see what the numbers are telling you.

Sometimes New Isn’t Better

You may just find that newer isn’t always better. In fact, Ruffino says this is typically the case as, usually what he finds at Clients on Demand is they can typically “get to our income goals faster by just getting a little bit better at what we’re already doing.”

Benjamin P. Hardy, a former top writer for Medium.com in the self-improvement and entrepreneurship space, agrees and adds, “It doesn’t matter how good your strategy is, if you’re not skilled at what you do, that strategy won’t take you very far.”

That’s why Hardy recommends that you put yourself in challenging situations. “This is how you evolve,” he says. And be sure to follow your own path and keep your why’s in front of you along the way to remind you of what is driving you forward. Let these motivate you when times get tough.

It’s only natural to come up with big ideas in business. That’s what being an entrepreneur is about. Just make sure you follow your numbers and those big ideas can potentially become big successes.

Read next: 10 Business Ideas Ready To Launch!

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