My 5 Step Plan to Penetrate A New Market in 90 Days (In Any Niche)
Hey there, Scott here from Scott Allan Online. In todays article we are talking about My 5 Step Plan to Penetrate the Market in 90 Days (In Any Niche)
If you only had 90 days to penetrate a new market and produce sales, what would you do?
While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing what I call THE PACER METHOD
Keep reading to learn how to put together this 5-step plan — and penetrate a new market in just 3 short months.
PACER: The Secret Enter Into Any New Market In Just 5 Steps
In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. Not yours.
If they won’t buy today, you must develop a plan to stay in touch until they do.
You need a sales engagement plan to deliver those touches. And you need to take a multi-touch approach, so the effort comes off as natural and organic.
Enter the PACER Method…
Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. And for that, an automated email series stood out as the best way to deliver those touches.
As it worked. For a time.
But studies are showing that the old B2B sales and marketing mix isn’t working anymore. In fact, BrightFunnel report found that:
- It took 52% more marketing touches to close a deal.
- The total number of touches were evenly split between pre-sales (53%) and the sales cycle (47%).
- The length of lead-to-revenue cycles increased by 32%.
- Tech marketers had to nurture leads 12+ months before they hit the sales pipeline.
Clearly, a typical, email-only drip campaign isn’t enough.
Which is why I developed a system to penetrate any market with the PACER METHOD
Think relationship selling, sales prospecting, content creation and lead nurturing all rolled into one.
A well-designed PACER Plan ensures you stay in frequent contact to build a relationship with the prospect over time. Then, when they are ready to buy, they will think of you first — and will either reach out to connect with you or will be ready to start the sales process when you contact them.
Here’s how to create your PACER Method to penetrate any new market in 5 Simple Steps:
The PACER Method is a framework I have used time and again to build authority and win new business. I have also taught the framework to a number of salespeople of all experience levels to great success. When used appropriately and in the right order you will gain trust and credibility in the eyes of your prospects that will help you close more sales and communicate with the modern customer.
P = Platform – In the first part of the PACER method is about building a solid platform for success. You will need to understand the modern customer, the new marketing psychology and your ideal customer avatar amongst others.
A = Authority – In this section we now understand the modern customer, social selling as it relates to them and our customer avatar. We now move on to A in the PACER method which stands for authority. In this module we get clear on our messaging, building our brand reputation and becoming a thought leader for our industry to gain authority in our chosen market or niche.
C = Content – In this section we now understand the modern customer, social selling as it relates to them and our customer avatar. We also understand why being an authority in your chosen niche is important for sales and marketing success. We now move on to C in the PACER method which stands for content. In this module we use the skills we have learned so far and apply a content creation strategy that talks directly to your ideal customers
E = Engagement – In this section we now understand the modern customer, social selling as it relates to them and our customer avatar. We also understand why being an authority in your chosen niche is important for sales and marketing success. We understand why creating valuable, personalised and relevant content is essential to get you in front of your target audience. We now move on to E in the PACER method which stands for engagement. In this module we use the skills we have learned so far and look to prospect, engage and build relationships with your prospects. This includes lead gen via the likes of Linkedin for example, magnetic storytelling and more
R = Revenue – In this we now understand all the elements to be successful in dealing with the modern customer. We now move on to R in the PACER method which stands for Revenue. In this module we use the skills we have learned to scale this method and drive high ticket revenue. This module includes objection handling, persuasion techniques, creating the ideal framework for negotiating a win/win, Offer positioning and learning how to close sales over the phone.
Thanks for taking the time to read this article, if you would like to learn how to put the PACER Method into action, you may want to check out my 7 Figure Sales Academy Membership where I cover all this and more using my PACER methodology, along with a large range of tools, resources and frameworks for communicating and selling to the modern customer. Or you can grab my new book 7 Figure Sales Skills by clicking here.
See you next time