"The paradox of focusing on a niche"

Os trechos que seguem devem ser lidos tendo em conta o que se tem escrito neste blogue ao longo dos anos sobre a necessidade de subir na escala de valor, sobre a necessidade de trabalhar para nichos, sobre a necessidade de não querer ser tudo para todos

“While it may seem counterintuitive to focus your marketing and trust-building efforts on a small and specific group of people, there are benefits to doing so. The more specific you are with who your products or services are for, the more you can build trust with that particular audience. The paradox of focusing on a niche is that the more specific you are, the easier it is to sell to that group and the more likely it is that you can charge a premium for being that focused. With that kind of focus in mind, you can get to know the specifics of your niche better, learn how to serve customers more effectively, and build a reputation for yourself in that smaller niche.
...
Alex Beauchamp, former head of content at Airbnb, said that she never wants any content she works on to “go viral.” She doesn’t want to ever be on the hook for making that happen. Moreover, going viral is often what happens with a business that, not understanding who its intended audience is, tries to appeal to pretty much everyone. If you want a piece of content for your business to generate a billion views, you probably don’t understand the purpose of that content or whom it was really created for. Engagement and connection with your niche are more important and far less costly to generate.
...
trust is more important than virality when it comes to content.
...
education is a better and cheaper way to build your customer base. When you teach customers about how products like yours can be used or can benefit their own businesses or lives, trust is the natural outcome.
...
If your business becomes a source of information, you’re giving your customers what they need to make their own informed decision (even if they decide not to buy from your business).”

Trechos retirados de "Company of One: Why Staying Small is the Next Big Thing for Business" de Paul Jarvis.