In previous posts I’ve discussed why you can’t sell to absolutely everyone and how you need to find your dream customer, the best target group or groups to focus on. But how do we define those target groups? The classic way is to define them by demographical and geographical things like age, gender, income brackets, education level etc. In some cases, this is very relevant. In others, it doesn’t matter whatsoever! Whether demographics or location is relevant in your case or not, you are always going to have to drill down and find out more. You have to get to know these people like your best … [Read more...]
Your Dream Customer – How To Find Your Ideal Target Group
We may know that it’s not the most effective way to market to just try to reach everyone. The problem is, we just don’t know who are the right people for us to market to. How on earth do you figure out the best target group or groups for your business? Well, worry no more, because I am coming to your rescue ;) The biggest clue to your ideal target group are your existing customers. … [Read more...]
You Can’t Sell To Everybody: Find Your Target Group
When asked about their target group, many business owners say they sell to everybody. And it’s understandable. Who doesn’t want as many people as possible buying their products or services. I can totally relate. Sometimes you just want to stand there on the town square and shout to the world about what you are doing. Here’s the problem though. It’s never going to work. Why? … [Read more...]
Don’t Be An Ass – You Need To Do Market Research!
I woke from a bad dream the other day. I was working with a large group of people and suddenly I realised that they were just making up things about their target groups, rather than having any real information. And it reminded me of something I have always known, but one tends to forget. None of us can read minds! (If I am wrong, and you can, please get in touch because I really really really want to talk to you! :) Not only did I assume that they knew they had to do some research to get to know more about their target groups - and thereby assumed they could read my mind - they also assumed … [Read more...]
You Need to Communicate
If I had a dollar, pound or euro for each time I hear people complain about a customer, how they just don't understand this or that, I could probably have at least one free meal a week (even if it is only a sandwich). I recently came across this quote: “If you've told a child a thousand times and he still does not understand, then it is not the child who is the slow learner.” (Walter Barbee). It might as well say: “If you've told a prospective customer a thousand times and he still does not understand, then it is not the customer who is the slow learner.” It is not the customer's … [Read more...]