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Why Some Marketers Are Psychics

Posted on August 6, 2008 | Filed Under Copywriting, Offline Marketing, Online Marketing, Relationship Marketing 

By Michel Fortin

Why is it that successful marketers and online entrepreneurs seem to have this virtual “6th sense” when it comes to pinpointing hot, hungry, and highly profitable markets they can sell products to?

We see this again and again and again.

They seem to have this “Midas touch” when it comes to selling online. Any product they launch sells like gangbusters. Every promotion they do balloons their bank accounts. Every new market they enter becomes a surefire winner.

But ask them how they tap these hidden goldmines with an almost impeccable accuracy, and the likely response you will get is, “I don’t know, it just feels right.”

There’s a reason.

(Stay with me, because in a moment I’m going to show you how you can do this yourself, and you don’t have to be psychic or shell out a lot of money!)

Top marketers do what is often referred to as “viability research.” They want to know:

Is there a market out there with a need yet to be fulfilled?
Is that market identifiable, accessible, and above all, profitable?
Is there a product or solution that can satisfy that need?
Can they quickly and easily turn that need into a burning desire?
And more importantly, will it sell in spite of the competition?
Bottom line, is the market viable?

My beautiful wife, Sylvie Fortin, owns a company called Workaholics4Hire. For years her company served many of the top marketers. In fact, that’s how we met. I wrote copy for the same top marketers who hired her for outsourcing work.

Guess what’s her most sought-after service?

Aside from customer support and content development, top marketers have hired her company to conduct “Viability Research.” Yes, this intuitive skill top marketers seem to have in “prospecting for gold” online.

(An important caveat: “viability research” is not just your standard keyword research. In fact, keyword research is only a small piece of the puzzle.)

In our latest multimedia training product for instance, we offer hundreds of tutorials and streaming lessons that talk about making money online in just four simple steps:

Viability
Sourcing
Website
Marketing
The first step, “Viability,” is the most important one of all.

Why? Because if you ignore, skip over, or fail to carry out this important first step, then the rest of the formula falls down the tubes. Not only that, but you run a much greater risk of failing — and losing a lot of money and time in the process.

(If you do succeed by simply guessing your way online, it’s going to be a matter of luck. At best, you won’t be successful for very long, or you’re going to be stuck with a lot of refunds. Or both.)

In Success Chef, my wife discusses, in painstaking (yet practical) detail, the step-by-step process of conducting proper viability research.

Yes, I did say “proper,” because there’s a good way to do it and a bad way. A lot of people do it poorly, backwards, or incompletely.

(For example, many people will simply stop at keyword research thinking that, if a keyword is highly searched for, then there is a demand. Nothing can be further from the truth. What about competition? What about the way people want the product?)

The key behind conducting proper viability research is to answer three mission-critical questions. The first two are the easiest. (Even so, a lot of people still ignore them.) The third one is just as important if not more so.

So what are these three key questions?

Who is your market?
What do they want?
And how do they want it?
Those are the questions you must ask yourself, and the questions proper viability research answers for you — and oftentimes, a whole lot more!

Imagine the amount of money, work, and frustration you save yourself when you answer these questions, especially before you launch your next product.

— About the Author —
Michel Fortin is a direct response copywriter, marketing strategy consultant, and instrumental in some of the most lucrative online businesses and wildly successful marketing campaigns to ever hit the web. For more articles like this one, please visit his blog at http://www.michelfortin.com/ and subscribe to his RSS feed.

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