Knowing more about your target customers will significantly help you increase your ROI, and it will be easier for you to promote your products and services, plus your target market will be more receptive to your marketing message.
I’m sure it would make your life much easier, you would have an unfair advantage over your competition. Knowing exactly what your target customers need, and what they want to buy is a dream of every marketer and small business owner.
And if you understand what your target customers want, and you provided them with the right products that they would want to buy, they’ll thank you for that by being loyal (and repeat) customers for your online business.
By now, you’re probably wondering ”how can I know what my target customers need? how can I give them what they want to buy?”
Keep reading and you’ll find out exactly what you need to do to get inside the minds of your target customers, and understand how they behave and what they want to buy.
What your target customers want
If you know more about your target customers, their wants, and needs, their desired outcome and their goals in life, It would make your marketing to them much more effective.
… you’ll know exactly what products and services they would want to buy the most.
Of course, they won’t tell you that themselves. Even if you surveyed them, you won’t really know what they want, because of one basic human psychological problem…
People don’t know what they want, they don’t know what’s good for them until they actually see it.
Think about that for a second.
When you plan to go out to eat something, do you tell this to yourself ”I’m gonna go out right now to eat some pizza at a nice pizza shop”, you probably don’t say that to yourself. Why? because you don’t know what will stimulate your appetite and desire to eat, and even if you say that, you may probably end-up eating sushi instead.
Psychologically speaking, what people say they want, isn’t exactly what they respond to.
So what do you need to do instead?
The secret to understanding what people want is by watching how they respond. From their behavior you’ll understand a lot of things about them, our behavior reflects everything about.
You’ve to get inside their mind, step into their shoes, and even talk to them face to face.
Savvy marketers and business owners even go further with this by paying their ideal target customer to ask them questions and study their behavior. Or you can take this further by becoming friends with them. That could really take your business to the next level.
But if you feel uncomfortable taking those extra steps, do this instead…
Study your target market
I hope that you’re not making the critical mistake of thinking that your products and services are for everybody.
If your product is designed to be for everyone, then it’s actually designed for no one. If you don’t have a clear understanding of your target customer, then your marketing message will be too broad and it will be attractive to very few people.
But if you really understand your target market, and you know what they expect from you. Then you’re marketing message and advertising copy will make them feel like it’s designed especially for them, because every market has it’s own terminology, needs and desires.
But how can you study your target market?
To study your target market, you’ll have to do some market research. Why market research? basically researching your market will help you to:
- Understand your ideal clients and customers
- Launch successful products and services
- Avoiding product failures
- Increase the effectiveness of your marketing efforts
Market research is necessary to understand and analyze your customer’s likes, dislikes, needs, income, age group and other data.
You should have a clear understand of your ideal customer. What’s their gender? how old are they? how much money do they make? what products do they buy? where do they hang out?
After thinking about and answering all of the above questions, you take all of this data and you create a ”customer avatar”. You can even give a name to this ideal customer, so that when you’re writing ad copy, you imagine this person.
This will make you feel like you’re writing to a friend, someone you trust and personally know. Most of all, they’ll feel like you really know them, you know their hot buttons. As a result, they’ll feel more inclined to buy from you over the competition.
But that’s not all, what if I told you that you need to create a second ”customer avatar”?!
A brand new marketing principle
A second customer avatar.
This is a brand new marketing concept that can be used to improve the effectiveness and performance of your marketing strategy.
If you apply this marketing concept to your online business, you will be able to sell more products and services than you have ever imagined and your competitors will bang their heads against a wall wondering how you did it.
But you’re probably thinking, ”why do I need a second customer avatar? I already know who’s my ideal customer is!”
Yes, that’s true. But there is one thing that you don’t know… (wait for it) You!
Of course, by now you know who your ideal customer is, you know almost everything about them. But do you know who you are? do you know who your ideal customers wants you to be?
You’ll need to use the collected data of the first customer avatar to create a second customer avatar, which is you. The second avatar will be the profile of who your target customer wants you to be in order to influence them and improve their lives.
To have a clear understand about your second customer avatar, you’ll need to ask yourself these questions:
- Who does this person want me to be?
- What personality traits they want me to have?
- Do they want me to be formal or conversational?
- What topics do they want me to talk about?
- Do they want me to help them with their problem?
- What does this person’s best friend look like?
In a nutshell, you’ve to make them believe that they know you and trust you, you’ve to be their best friend. It also helps if you’ve or used to have their pain point or their desired goal. This way you’ll speak their language, and they’ll really trust your recommendations.
You want to make them feel that you’ve been there, and done that. You want them to believe that you know their pain and fear, and you know how they feel like.
Sounds great, right? Do you see how this can help you influence the decision making of your target customers? It’s really powerful stuff.
Knowing who you’re talking to when you’re writing down your advertising copy, and writing it in a way that your target customer likes is a really powerful way to set yourself apart from the competition, and your sales and conversions will definitely increase as a result.
To summarize everything, If you want to get inside the minds of your target customers, build trust with them, and make them buy what you’re offering, you’ll have to be… their best friend.