Hey guys, Jason Whaling here.
And in this episode number three on Building an Online Business From Scratch, I'm going
to talk about arguably one of the most important part of building an online business, your
prospect avatar.
Stay tuned.
Hey guys welcome to episode three.
In episode number one, just to give you a quick recap.
I showed you what my sales funnel process is going to look like.
Creating a small webinar funnel, selling consulting on the back end and in episode two, I introduced
you to start with why by Simon Cynic.
Why I think that's the best place to start if you’re looking to figure out what your
passion is.
Or what kind of product or service you should look into making.
So in this episode, I wanted to show you what it looks like making an ideal customer.
And of course this can change but essentially when you’re crafting your marketing messages,
your building your products and services and in future you essentially want to make it
to focus in on one prospect or one ideal customer.
And of course this ideal customer is an average per say, of representation of all the customers
you should have but this is arguably the first or second step you should ever do.
So what I'm gonna show you know is the ideal customer that I came up with, a few of the
questions that I used from sources I took to essentially solve the problem of who should
I sell to.
And I want to know before I jump into this that I did this before I knew what I knew
what my product was going to be.
I knew what my passion was which is teach people to start an online business and make
some part time income.
And I knew that I wanted to make some sort of course or system.
And that was all I really got to do, to choose what the product can be.
And then I went and did this exercise, based on the exercise I went into the market place,
ok what's the best solution to this individual’s problem.
So without further ado, here's the prospect avatar.
So my prospect avatar is named Scott Kim.
And the whole purpose of creating this avatar, like I said in the beginning is to just to
have a very vivid clear picture of who you are selling to.
Its really easy when you're starting an online business to get really caught up, you know
Facebook apps, and your membership websites and your landing page.
And sometimes we forget that we are talking to real people at the end of the day.
Like we are selling to real people.
So when I went to figure out how I was going to essentially help people get an online business,
first I had to figure out what kind of person I should be helping.
And I came up with Scott Kimble.
And of course I do recommend that you come up with a name for the person.
So I'm just going to run through really quick the questions you can ask yourself.
In terms of who am I going to sell because you probably already know what industry or
niche you want to be in?
And you probably already have an idea of what product you want to do.
And so asking these questions, who are they, where do they live, what do they do for fun.
What are the demographics, you know age, marital status, do they have children, do they not
have children.
Are they making a hundred and fifty thousand a year, do they make seventy thousand a year.
What do they like to read and watch and you know what's important to them and their goals.
And of course this should apply to your market industry.
In terms of their goals, solving their problem or achieving their goal their never have.
You know keeps them up at night.
And that's just the emotional aspect.
Hey what are they really afraid of, and what do they worry about.
So my ideal customer is aged thirty seven and makes about eighty thousand a year and
lives in California.
Now you will notice in parenthesis I have you know, thirty five to fifty five joint
because you know that means his married.
And then I have the ideal locations I want to target.
Actually these came from Charles Kirkland because I was watching a blub with him and
Curt Malley.
And he was talking about how with his course he teaches people how to do media buying and
I know that I want to teach people who, his audience is going to be very similar to mine,
I'm just targeting people who are newer in the process.
The novice isn't going to be a median buyer.
That will be a little bit silly.
But he mentioned California, Florida, Texas, Washington, and Chicago, New York.
Those areas were the real money makers for him in terms of advertising.
So I thought I would just go with the experts.
What the experts working and of course I will expand to other cities from there.
So if you’re in anything that has to do with business building and internet marketing,
Charles Kirkland finds those places pretty profitable.
And then I have the core values.
And this is just what Scott really values in his life, I don't really get political
or religious with these, if it’s important to you because I don't want to project my
own beliefs on them.
And as you will see you will probably end up selling to a lot of people who don't agree
with you on those two big points.
So unless it’s critical to your product you can probably just leave them out which
I like to do.
So I have professionalism which he really cares about, his job and career, providing
for his family, his in control, and his not really a go with the flow guy.
His very results orientated.
Again not a go with the flow, you know independent and being informed.
So Scott like being informed instead of scrolling through his Facebook Tweet.
Facebook feed.
His most likely to start off with you know the wall street journal or New York Times
or LA times.
Or Florida Times if there is a Florida times.
Then he'll go to social media just because he wants to be informed with what's going
on in the world.
So I'll read the bio really quick just to give you an example of how to craft your own
prospect avatar.
So he works in corporate America for a fortune five hundred company, or fortune one thousand
company.
You will see I do, or in here because you see that's its an individual and at the same
time you got to remember this individual represents a lot of people.
So maybe he started at fortune one thousand and then he went to work in five hundred.
And both him and his wife, they both gone to college, they have a house together, they
have one daughter and they living comfortably now but his starting to think about the future.
You know his not sure he wants to work nine to five for the next thirty years.
And his tried some online business in the past and nothing seems to work and life seems
to keep getting in the way you know.
All of a sudden the car breaks down or there's an emergence at work.
Things have gotten in the way of him, constantly applying himself with the business.
Trying to build a business and while he likes the idea of retiring early and rich you know,
escaping the nine to five is much more important to him.
So his, even though and I think we all like the idea, oh yeah, we are going to make a
hundred thousand the first year crazy thing like that and then we will quit our jobs.
Probably, probably not.
More realistically it’s going to take you a couple of years to build and online business
practice.
So I included that into this profile because I don't want to market people that want to
make a hundred thousand in the first year.
You're going to be disappointed with anything I come up with.
If I figure out how to do that then I can adjust the prospect avatar.
For now I will just stick with this.
And then he has what he thinks is a great idea, or skill and he wants to share with
the world but his kind of had trouble doing it.
And this last paragraph is just to focus on someone that already has a passion.
They are not looking to make a bunch of money online.
He wants to take his skill and passion and share it.
Create a business around it.
And then powerful emotional drivers, I kind of put a section that's all to itself and
this is kind of goes into six and seven, you know what is important to them.
And what keeps them up at night.
So all I did here was take part of the values that I've already come up with.
And then dive deeper as to why he really wants to be, you know why he really wants to be
in the business.
He wants recognition from friends and family, he wants to be respected.
I mean he does want more income obviously but then the social aspect of being able to
stand on your own two feet.
He wants to work with people that wants to actually appreciate him.
I think this is a big thing for all of us especially when you’re dealing with clients,
you might be in a situation that you know you're doing great work but you just don't
get the thank you or cudo's.
Or maybe they just keep, you know keep complaining about what you’re doing.
And excuse my French over here but his tired of the BS.
And the BS and other courses that his got, his trying don't seem to really work.
So his not looking for the gimmicks you know, his over the marketing gimmicks.
His new to the process but his not going to fall for all those gimmicks that are out there.
And of course he want to again, I just expanded on the picture of having financial freedom
in the last bullet point.
And then we go to short term impulse.
And this is where, this is kind of optional.
But this is where you can dive in and look at what are they looking at right now.
Like what do they want to do right now.
And a little cras but where they temporarily insane.
This is kind of when you get a little excited.
Like maybe one week ok, yeah, I do want to join a gym.
You know like at the first of the year everyone wants to join the gym.
Really excited, like I'm gonna commit to this, I'm gonna do it.
And we all get times in our life when all get a little over zealous.
And so where in his thinking or mindset is he a little over zealous.
Those overzealous times is when I'm most likely to connect to him and provide most value for
him.
So I want to identify those times and those topics and get temporarily excited about.
And those topics he might get temporarily excited about are the type of topics I might
write blog post on, might run advertising campaigns on, just to connect with him and
then I can show him, once I've kind of scratched that itch for him then show him something
else.
And then we kind of go down here, you know.
Where is Scott Campbell?
I went ahead and go to twitter, and Facebook.
Twitter and Facebook is kind of the two I use and I just made lists of who he might
be following.
On Twitter and Facebook.
And people he might be looking to learn from.
And then I also went into the self-help because a lot of people who want to build a business
online also might be very interested in self-help.
What self-help guru they might be following.
And then I went and did some pod cast research.
And I used these two blog post because they were so comprehensive.
But you know if they listen to pod casts, what they listen to.
I have books, I have magazines, outlines spelt wrong.
Then popular marketing blogs that he might read.
And by this point you will notice I only had hob spot.
I got an exhaustive list of everything else.
I felt like I was good to go.
And that's what it takes to put together a customer avatar.
You can do that on a Saturday afternoon.
For the questions, you don't have to rewind it, they are in the description below along
with some other bullet points and helpful tips for coming up with your own prospect
avatar.
So really this is step number one or two of starting an online business.
This is just figuring out who you are going to sell to.
And then after that you figure out what their problem is going to be.
And decide what is the best medium for them and selling your product or service.
So I hope you enjoyed this video and got some value out of it.
If you did please go ahead and hit that like button and then subscribe for more episodes
like these.
And then also more specific videos that dive into the details and intricacies of what it
takes to build an online business.
This particular series I'm just going through each step individually and you can watch as
I go from zero to an actual live sales funnel at the end.
Of course I'm doing this all live in real time.
So as I build more of the business more of these will come out.
So go ahead and hit that subscribe button to stay up to date with the latest content.
See you in the next video.