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

By: neilasher

You need to be aware that most information marketing businesses fail. That’s not symptomatic of the type of people who start an online business. Most product launches in the business world fail. Most mergers and acquisitions fail. Most businesses in general fail. You can’t like those odds very much.

Well, I don't like it that most start-ups fail. I want to start an online business with a high probability of making it. I want to use a system that succeeds for Internet marketing, 99 percent of the time, if at all possible.

It took me many years, and a lot of trial and error, to figure out the three-question test. It has been worth millions to me and others I’ve shared it with. So, I strongly recommend—read: INSIST!—that you write down the three questions if you haven’t done so already.

Question #1: “Is my prospect experiencing pain and urgency or irrational passion?”
Question #2: “Is my prospect pro-actively looking for a solution?”
Question #3: “Does my prospect have few or no perceived options?”

This isn’t a one-shot deal. I recommend (insist!) that you use the test every time you’re choosing or planning a niche. Take it out and use it, even when you are choosing or planning an information product to launch. It works. You will make money online.

In the classic book called Positioning: The Battle for Your Mind, Al Ries and Jack Trout talk about creating a new product or service category that you can be first in. More recently, a book has come out by W. Chan Kim and Renée Mauborgne that puts a modern spin on this approach to niche creation. It’s called Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Basically, you go into a “blue ocean,” where nothing exists but possibility, and you create a new niche that you can be first in.

In my business, we created a niche for dating advice. I knew there was lots of relationship advice out there, but I discovered that no one in the mainstream was really teaching dating advice as an information product. So we launched a dating advice business.

We were the first to market it, and for a long time we were the only ones doing it. We developed and grew the category. Others followed, but by then we owned the top spot. Right now, we are still #1 in dating advice. We’ve done very well with that one.

So, always go back to the three-question test. Do your prospects have an emotional drive to take action? Have they gotten up off their lazy bums and gotten busy trying to figure out how to solve their problem? Are there few or no perceived options for them?

If so, then you have a niche or an information product that you need to try. Just make sure you stake your claim to the niche soon, so that when they find your option, it will be the only option. I guarantee they will take action and buy.

On the other hand, if you can’t get three solid “yes” answers and you still start an online business in that niche, I’m going to predict your probability of failure is 80 or 90 percent. You’ve only got a 10 or 20 percent chance of success. At least, that’s been my experience.

So avoid the risk. Go find your three “yes’s” and start to make money online. Good luck!

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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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