Choosing Your Niche – The 3-Question Test (Part 2)

By: neilasher

The three-question test for choosing an information marketing niche works because it focuses your mind. That’s right. Focusing your mind is the key to finding the right niche when you go into Internet marketing.

It turns out that most people, when they are thinking about choosing a niche to start an online business, try to choose a broad area, something that’s really big. In information marketing, that’s usually a mistake.

When you choose a broad niche, you are talking to everyone, and you actually end up talking to no one. No one can clearly hear your message above all the noise, and nobody really wants to hear you because you are talking to the crowd, not to them as individuals.

You are actually going to reach many more people, if you choose a narrow niche for your information products. You will be talking directly to prospects about their problems, their pain, and the benefits that they want. They will listen, because you are talking to them one by one.

So the three-part test starts off by asking whether people are in pain or passionate about your niche or product. Assuming you’ve answered “Yes!” to that question, you are ready to answer the other two parts.

Question #2: “Is my prospect pro-actively looking for a solution?” Put another way, “Have they gotten to the point where they are actually out searching for ways out of the pain or to obtain the pleasure they are so passionate about?”

This is one of the reasons, by the way, that I love Internet marketing and search engine marketing so much. If you find people looking for your niche through search engines, then you know that people are searching for what you are going to offer them. By definition, they are already searching. And if they're searching, you know that they are motivated.

This is so critical. If people have gotten themselves to the point where they’re motivated to take action, then your job is much easier. You just have to show them a solution. You won’t have to talk them into wanting what you’re selling. Just try talking people into wanting a product you're selling. It is very, very challenging. You want to avoid that. So you must also answer “Yes!” to the second question: “Is my prospect pro-actively looking for solutions?”

Then, at last, comes question #3: “Does my prospect have few or no perceived options?” Think about that a second: “Few or no perceived options.” What exactly does this mean?

Well, it means that your prospect has got this pain and urgency or this irrational passion, an emotional need. He or she has gone out looking for solutions, searching for options to fix the problem or to get desired results that they want. What’s out there? What results come back from the search? Are your prospects finding options? Do they perceive that they have lots of options?

If they do, then you are going to be dealing with competition. You will have to convince prospects why your solution is better than the others, and you’re going to be dealing with price competition, and positioning issues, and third-party comparisons, etc.

Why compete for business if you don’t have to? It is much, much better to be seen as the ONLY solution to their problem. I like to enter markets where there are few or no perceived options. I like to be the first one in, at the right place, at the right time, with the right solution to a pressing problem.

If you can answer “Yes!” to all three parts of the three-question test, your info marketing niche is ripe for success, too, and you’re guaranteed to make money online.

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Neil Asher ( has built five multi-million dollar companies from zero, including one he took to $8 million in sales in under two years. He has created and sold successful franchises in England, Italy, Ireland, Australia and South Africa. Visit his web site for access to 17 FREE videos, 6 FREE books and two hours of audio training, revealing “How To Make BIG Money Selling Information Products On The Internet…Even If You Don’t Have A Website And You’ve Never Sold Anything On The Internet Before.”

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