How to Nail Your Ideal Client
There’s a timeless truth in show biz:
“Ya gotta know your audience.”
This matters just as much – if not more – to your marketing. It’s amazing that we’ll spend so much time thinking about out audience when they’re seated before us, but so little about them when we’re getting ready to send them a
sales letter or when creating a website.
Today I’m going to give you a boatload of questions you can use when identifying the exact person you are trying to target with your marketing message.
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First off, are they Male? Female? Are you targeting both?
How old is he/she? How does he/she feel about being that age?
What’s their income range? What kinds of work do he/she do? If you’re targeting a couple, do both work? What’s their typical workday like – morning, workday, lunch, breaks, afternoon, drive home…?
Kids and family life. Do they have kids? If so, what ages? What family activities are they involved with? How do you think they feel about parenting right now? What emotions are they feeling?
Where do he/she live? What kind of house? Neighborhood? What’s important in that community? How do they feel about their home and surroundings?
What does he/she read? Books? Magazines? Newspapers? How do they use the internet? What sites do they visit? Social media do they use? How often? Do they visit blog sites… which ones? And do they post comments?
What TV and Radio do they watch and listen to? When? How much? What kinds of programs – news and commentary? Home&Garden? Popular Culture / Hit Shows? Music?
Where do they hang out when they’re relaxing? Do they attend church? Sports events? Clubs & Associations? Do they like to eat out? Where? How often? How do they spend their weekends and free time?
Are they political? Liberal? Moderate? Conservative? Concerned about politics or just oblivious? Do they vote every election or do they feel it’s not worth their time?
What keeps them awake at night? How do they deal with these fears? What do they hope for to solve their problems?
What causes them pain right now? How much does it hurt? How far would they go to get rid of it?
What do they hope for? What kinds of dreams do they have? Or have they given up? Are they on the verge of despair or are they positive and looking ahead?
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Overkill?
Perhaps. But just imagine… if you spent even five minutes going through this process to visualize the person you’re writing that sales letter for…
Wouldn’t you have a much better chance of getting inside their head and their heart in conveying how much you can do for them?
Think about it.
And keep moving forward.
–Jack Turk
P.S., I’m going to be releasing the July issue of my customizable client newsletter today. Wise marketers know the value of staying in touch on a regular basis with their prospects and clients. This tool makes it sooooooo easy. And it’s the best deal on the net.
Kick start your customer relationships by signing up now:
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