Four Ways For Sales and Marketing Professionals to Segment Their Target Market

Philip Kotler reminds us that if markets are to be segmented and cultivated, they have to meet sure necessities. Segments have to be:

  1. Measurable
  2. Substantial
  3. Accessible
  4. Differentiable
  5. Actionable

Assuming your goal markets meet these necessities, gross sales and advertising and marketing professionals can domesticate these segments to maximise their potential. There are 4 methods to phase any given market and the alternatives you make concerning how you can phase will affect the standard of your efforts.


The primary method to phase a market is by demographics. That is the best, most measurable, and most generally used method to segmentation technique. The market is split into teams primarily based on any variety of components together with age, race, household measurement, intercourse, revenue stage, internet price, social class, nationality, and extra. Corporations like InfoUSA have created huge databases that assist companies phase the market utilizing these and different shopper attributes. These database firms supply free providers that enable enterprise house owners to see how massive segments are and make good choices concerning how you can finest market to potential purchasers.


Segmenting a market geographically requires an organization to focus solely on a selected neighborhood, metropolis, state, area, or nation. Top-of-the-line examples of an organization who makes use of geography to phase markets is Pillsbury. Entrepreneurs at Pillsbury use software program to research meals preferences and purchaser habits proper right down to particular person zip codes all through the U.S.


Some entrepreneurs select to phase primarily based on the predictable habits of sure teams of individuals. This habits will be triggered by main occasions like weddings, funerals, having kids, or sending kids to varsity. One other part of habits offers with how sure customers persistently search out completely different advantages from comparable services or products corresponding to quickest service, lowest value, or finest customer support.

Shopper Psychology

The ultimate method to phase a market is by shopper psychology, which incorporates variables like way of life selections, character qualities, and worth methods. Completely different way of life selections that customers make embrace marriage, parenting, wholesome consuming and train choices, environmental conscientiousness, non secular selection, and philanthropic actions.

Sensible Software

Little question, most firms will select to phase by demographics. It requires much less thought and is the best to research. Nonetheless, some companies have been in a position to serve extra purchasers by broadening their segmentation efforts to incorporate geographic, behavioral, and psychological parts. It would make sense on your firm to make use of a special segmentation technique, too.