Can you've hung out with us long enough that you know we're all about the target
customers, right? Let's talk about how to exactly identify them especially if
they're already in your network. So stay tuned
So, let's get to the nitty-gritty on identifying target customers.
I can't over exaggerate how important and vital and just like underline and
circle everything I'm saying right now. This is so, so, so important your business,
okay? Identifying your customers. There's four things you need to know.
Number 1, "know their specs", okay? This means know the specifics about their
demographics. You know, you want to know how old they are? how young they are?
whether or not they have a family, whether or not they've graduated from
college. So you're going to actually write down all of these things. So, if you want
to pull out a piece of paper do this right now and I'm going to give you a list
of things that you need to know about your customers. And you can find this
information by doing surveys with your customers. And it's okay, you can do
anonymous surveys. They don't need to attach their name to the information
that they're sending in but you need to know this about your existing client
base. That's what I'm talking about. Everyone that you're doing business with
currently, you want to kind of get a spread of how you're interacting with
people and what kind of people are already in front of you. So write this
down. You need to know their age, you need to know their gender,
you need to know their geography. Meaning, what city they live in even down to the
zip code if you can get that specific. You need to know their income and then
arrange is fine here you can say their income is either you know 0 to
15,000. 15 to 50 or 50 to a 100,000 whatever
increments are important to you. Know their income. You need to know their
marital status. You need to know whether or not they have children in a home.
Especially if your business is one that's marketing to the youth. This is
very, very, very important okay because you're actually marketing to people who
aren't doing the buying. So, really you're marketing to the parents. But it's
crazy you've got to know all these things, okay? You need to know what their
education level. Whether they graduated from college, whether they got some
college in or whether they got. a masters or a PhD. You need to know their
behaviors as far as do they move around a lot. Are they you know like a military
family that would be a family that moves around a lot.
Is this an established family that's been in the home? You know this is a
great question to ask. How long have you lived in your home? How much is your
home worth? All these specific questions and if you're going to get really
specific for your business, let's say you do
real estate. You would ask questions specific of to how much
is your home worth? How many homes have you bought and sold in the last five
years? What is your next move for moving into a property? How much can you
spend on investing in your next property? So questions that are
specific to your business and get their specs. So, that's the first thing you need
to know. Know their specs. Meaning, know their specifics. Second thing you need to
know. Know your customers values. You know maybe their values are not really super
connected with what you're providing in business. Let's say that you provide air
filters. Do you really need to know your customers value system? Well, actually
yeah, you do. Whether or not your air filter has anything to do with their
value system, that can feel kind of disjointed, right? But if your customers
value health, you might decide to design a better air filter that promotes
health or maybe you have an air filter that promotes health already.
But your customers don't know it. So, it may change your marketing approach. So
write down what your customer values. Do they value health? Do they value mental
health? Do they value physical health? Do they buy you the health of their
children? Do they value general well-being? Do they value families? Do
they value education? Do they value nice, high-quality luxury items? Do they value
fine art? What are their value systems because when you're designing and
producing new products, you want to speak to that. You also want to speak to that
when you're doing your marketing. So even get as specific if you find that you're
writing down some of these values. Underline some key words that will stick
out to you that you can then use in your marketing. Number three, know their
complaints. This is kind of the opposite of values, right? Know what is on their
mind the most when they have complaints. You know what are they complaining about?
Are they claim complaining about not having enough time? Are they complaining
about disorganization? Are they complaining about clutter? Are they
complaining about relationships being sticky? Are they complaining about
feeling tired all the time? Again, you're looking for keywords here. What are some
keywords that your customers are constantly
over and over and over again. Imagine, put yourself in your customers shoes for a
second and then go out with your friends. What does your customer tell their
friends? Are they complaining about, "oh, it just wastes my time or my
kids are constantly throwing their socks all over the house and they don't have
any way to organize them." You know, those are good things to know when it
comes to marketing and it comes to knowing your customers. Know their
complaints because then you can speak to them with solutions that you provide. So
number four. Now you've got the first three. Know their specs, know their values,
know their complaints, now it's time to know their needs right?
The need is kind of the middle ground between the complaint and the value.
Knowing your customers needs sounds like this. Your customer needs more time. They
need a solution maybe their complaint is they're running out of time all
the time. And their needs, they need a solution to that and that's where you
come in as the entrepreneur, okay? Maybe they're complaining about how much time
they're having to spend sorting laundry. Now that's a complaint but maybe they
don't know exactly what they need and you do. So, you have a laundry organizing
system, right? So your customer needs the laundry organizing system because they
value their time and they're complaining about not having enough of it. So they
need your solution which is this laundry organizer. And let's take another example.
Maybe you're in the photography business and your customer values family and
they're complaining about not having building enough memories with their
family. So then they have a need to build memories with their family because
that's what they value. So as a photographer, you say, "how can i address
the needs of my customers in this manner?" Well, in my marketing, I'm going to say, "I
help you build memories that last a lifetime and document those
memories so you can see them every day" Now, I've spoken to the value of family,
I've spoken the value to the complaint of they don't have enough memories or
time to see those memories and then also offered a solution to
their need. So, when you take that approach, you've kind of got an A, B and C.
Once you've established aspects of your clients, you've got the A, B and C of know
their values, know other complaints, fulfill the need. Okay, so let's recap.
We've got the top 4 things you need to know about identifying your target
customers. Know their specs, know their values, know their complaints and know
their needs. Hey, I hope you enjoyed today's video. I'm excited to see you
tomorrow. Hit the subscribe button and remember to ring the bell too so you
can get some notifications from me. I'll see you then.