4 Questions To Help You Find Your Ideal Customers - Win The Wealth Game

4 Questions To Help You Find Your Ideal Customers

By Dr. Daleen Smal | Online Business

Feb 12
4 Questions To Help You Find Your Ideal Customers

With a deep understanding of your ideal customers, you can improve your marketing and make more sales. This is why you must take this crucial first step, namely to know and find your ideal customers.

Your ideal customer is the person who can benefit the most from what you're offering. There’s a perfect match between your offer and the person who will benefit the most from it.

You must be very specific in defining this person so that you know exactly who you're talking to.

To create an ideal customer profile, you'll need to gather as much data as possible about the people who will benefit the most from what you offer.

With a deep understanding of your ideal customers, you can improve your marketing and make more sales. This is why you must take this crucial first step, namely to know and find your ideal customers.

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1. Where Is Your Ideal Customers And What Do They Do?

To optimize your marketing efforts, it’s important to know who your ideal customers are and where do they spend their time online.

You may use demographic information, like geographical location, age, job status, annual income, family structure, and so on.

The more important factor is psychographics. In other words, what do they think and feel about your offer?

You must understand where do they hang out online, what do they read, what do they listen to, what do they search online, what makes them tick, what triggers them to go looking for a solution.

Find out who they are, where do you find them, and how to engage with them that is interesting to them.

Let us say Steve is a car salesman.

So Steve would be looking for people who are interested in buying a car.

But what if Steve specializes in luxury cars. The ones most people can only look at with envy in their hearts.

He would certainly not have dead-broke college graduates as his ideal customers. Steve will focus his time and energy on high-income professionals who want a car that’s a status symbol.

So there are two sides to the ideal customer coin.

Your ideal customer is someone who will most benefit from your product or service. But, it’s also someone you most want to do business with and target with your marketing and promotions.

Knowing who your ideal customers are and where they hang out will influence your advertising and the type of content you must create to attract them.

Key Points:

  • Know who your ideal customers are and where do they spend their time online.
  • Find your ideal customers so you can engage with them and start building a relationship.

2. What Problems Does Your Product Solve For Your Ideal Customers?

Understanding your ideal customers is the key to giving them great service which in turn results in strong relationships. Those relationships lead to new sales because happy customers talk about a business that treated them well.

Marketing is about solving customer problems, whether those are problems customers are currently facing or future problems they will face.

Insight into your ideal customers’ problems is key because very few people want what you sell. They want their problem solved.

Let me use a well-known example of selling drill bits.

The customer doesn’t want a drill bit. He wants a hole in the wall to hang a precious picture.

Maybe you are selling strategic marketing plans for small businesses. When talking to your ideal customer, she would say something like ‘I want my phone to ring’. What she means is she wants more consulting clients.

You must adapt your marketing message so you speak to what your ideal client is thinking and saying.

Don’t talk to her about strategic marketing, but say “we make your phone ring”. Now you’re speaking the same language.

“We make your phone ring” is the promise you must communicate, promote, and sell.

To find your customers' pain points start with what you know. Ask your customers by using surveys or interviews. If you have one, your sales and support teams can give you valuable information.

Checking social media and forums are also good places to look for information. You may even follow your competitors and see what kind of people follow and buy from them.

Do all you can to find their problems and the way they express them.

Key Points:

  • You need to discover what pressing need or pain your ideal customer has so that you can offer the product or service that will solve it.
  • To truly develop a successful marketing strategy, understanding your customers is the key to success. 

3. What Are Your Ideal Customers Looking For When They Shop?

A major part of your ideal customer profile is buying behavior.

When and how does your ideal customer shop? How do they feel about the products and services they buy? Are they sensitive to the price?

You must also figure out what your ideal customers do when they are in research mode. Where do they go to find information? Google? Certain blogs? Books? Magazines?

Studying your customers’ buying behavior helps you to understand how they make the decision to buy and how they searched to find the product.

Customers are smart and do a lot of homework before they buy. The only way to influence their purchasing decisions is to understand their buying behavior. Then you must align your sales strategy accordingly.

When they search and do their research, they must come across your product or you won’t feature in their list of options and will never make a sale.

Once you have all this information about your ideal customers, you can adjust your offer and marketing strategy to perfectly fit your customers' particular lifestyle and buying behavior.

Key Points:

  • Studying your customers’ buying behavior helps you to understand how they make the decision to buy and how they searched to find the product.
  • If you know this information you can influence purchasing decisions. 

4. What Are Your Ideal Customers' Objections To Buying?

Objections are simply a natural outcome of the sales process. So, don’t take it personally. If the buyer didn't have reservations about the price of your solution, its value, the relevance of it to their situation, or their ability to pay, they would buy it.

While objections are an inconvenience to you and not always easy to manage your emotions around it, they are not bad. Simply change your mindset and see objections as another chance to make the sale.

When a buyer makes objections, it means the buyer is still engaged. You can seize the opportunity to add more value.

Use the opportunity to determine if the buyer is qualified to buy what you offer. You don’t want to waste your time in an endless ping-pong match with a buyer who will never pull out his wallet.

Objections generally fall into four broad categories:

  1. Price, cost, budget, or ROI concerns.
  2. Doubts about product quality, the capabilities of your staff, speed or responsiveness of service, or compatibility.
  3. Concerns about the legitimacy or credibility of you or your company.
  4. Feelings like pressure, conflict, or anxiety may trigger customers to stall their buying decision.

You simply demonstrate your sales skills by discovering opportunities in objections.

Besides, by engaging with your ideal customers about their objections,  demonstrates to them that you are interested in them. You show that their concerns are important and you care about what they have to say.

And you don’t have to fake this. If you are interested in your customers and what’s best for them, this will come naturally.

You should incorporate known objections and dispel them before the buying decisions to remove obstacles to buying and make it a smooth process.

Understanding your customer and crafting your sales message to meet them where they are in the sales process, will let you breeze through sales.

Key Points:

  • Objections are simply a natural outcome of the sales process.
  • By engaging with customers about their objections demonstrates to them that you are interested in them.
  • Clever marketing will incorporate these objections and dispel them before the buying decisions to remove obstacles to buying. 

Conclusion

Understanding your ideal customers is crucial for your business success. Find out who they are, where they hang out online, and what they say, do and buy so you can have a meaningful conversation about your offers.

He who knows his customer best wins.

4 Questions To Help You Find Your Ideal Customers

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Have you used any methods successfully to find your ideal customer? Please share your tips and tricks in the comments.

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