Hudson Valley businesses know how to find a niche market based on what people do for a living, the recreational activities they enjoy, or the special interests they share. You’ve determined that they have a need for your product or service and they can afford it.

The next step is to align yourself and build a network with centers of influence within your niche. These highly respected people are involved in professional, industry and community organizations, and can introduce you to great numbers of qualified prospects.

Networking means gaining visibility. Re-examine the information you gathered when you were segmenting your existing and prospective customers to identify the organizations, interest groups and clubs to which they belong.

What organizations or clubs do they belong to? Join them! Where do they socialize? Be there! What publications do they read? Subscribe and write articles! Where and when are their industry or professional conferences? Attend them!

You must go from visibility to high visibility in your niche market and how you conduct yourself will be the key to gaining market share. Sit with different people at each meeting, and sit in the front with leaders of the organization to become well known among the centers of influence. Avoid the temptation to hand out cards. You’re there to build quality relationships.

Serve on high visibility committees that do important and challenging work for your target network. This way, you avoid getting lost in the crowd and have the opportunity to demonstrate your leadership, people, and organizational skills. Offer your time without strings attached; a “what’s in it for me” attitude leaves a bad impression.

Help your prospects with their charity-sponsored projects. By serving on a committee or buying tickets to an event, you communicate that you are interested in helping with what’s important to them. Service shows you are worthy of trust and confidence, and it gives you tremendous access to good prospects. Run for office in your niche market association or volunteer to serve on the board.

Build rapport by asking people about their business. When asked what you do, have a 30-second verbal “commercial” ready and, in it, describe what you can do for others. Demonstrate listening instead of speaking skills.

Follow up with a personal note to each person you meet. Keep it brief and always send a thank-you note to each customer or center of influence who introduces you to someone new.

Other valuable activities include but are not limited to sponsoring a speaker at a meeting or event giving you an opportunity to provide a synopsis of you business, and tactfully distribute literature. You may want to provide door prizes at meetings, or sponsor a sports team.

Thousands of people are eagerly waiting to buy from you if you can convince them that you are trustworthy. Prove that you’re more reliable than the sales people pounding on their doors. Invest a little of your time to show that you’re not just a good salesperson, but a good person interested in what they want.

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