Who are my ideal customers?

Before a first meeting with any new client I ask 2 questions for them to think about.

1.    Who are your ideal clients?

2.    What do you want to achieve?

Many people when asked say any small business and get more sales.

Sound familiar?

I know it did for me when I first started.

Over time I developed a list of 50 questions that I ask when digging into my ideal buyer personas.

If you find the thought of asking yourself 50 questions to find your ideal customer a bit daunting, you are not the only one!  

To stop yourself running and hiding in the new blanket fort you have just built (Oh you don’t do that?  Just me then) break them down into more manageable categories.  Another trick to get you started is to use yourself as your first client.

If you are anything like most of us, you started your business because you had a problem that wasn’t fixed by others.  Or the other people that could provide that service wouldn’t do it as well as you.

If that sounds familiar, answer these questions about yourself.  You can then expand on who you are trying to attract from there.

1.    What does your ideal client believe in? What are their goals?

    a.    What passions and hobbies do they have?
    b.    Do they want to protect the environment?
    c.    Do they want to progress their career?
    d.    Do they want to learn new skills?
    e.    What religion or ethnicity is this person?

Different people connect in different ways.  We all like to talk to people that we have things in common with.  


Nobody likes to have an awkward conversation.  Being relatable quickly, especially online, is more important than ever.

2.    What is the demographic of your ideal client?

    a.    What is your customers age range? (Try to give yourself a 10-15 year block)
    b.    What is the gender of the customer you are trying to attract?
    c.    What is your clients level of education?
    d.    What is this persons marital status?
    e.    Is this customer a parent?

Although you may think that these questions are intrusive.  It will help you work out when your ideal customers may be online.  It will also help you work out the platforms you are most likely to find them on.

You might not know why this is so important.  After all, why would it matter if they are parents or not, or what their ages are.  But knowing these things will stop you from wasting your time posting when your client isn’t going to see it.  

We all feel like there are not enough hours in the day to get everything done.  Why waste your precious time when it is not going to get you results?

3.    What are their challenges and pain points?

    a.    Can they get your product or service locally?
    b.    What makes these clients stay up all night worrying?
    c.    What has made them search for information that will be resolved by what you are offering?
    d.    What did they try that didn’t work, and what would be different if they had come to you?
    e.    Why couldn’t your customer find the information they needed?  Where are you going to target to             ensure that they can find this info in the future?

Wow wow wow, pain point?  What’s that?

In simple terms it’s finding out what issue’s, challenges or annoyance’s your customers may have that would bring them to your product or service.

You start from a place that is relatable to your customer and show them how coming to you will fix that.

Listerine did this extremely well.  Before Listerine produced their mouthwash, bad breath wasn’t really an issue.  It was just a thing.  Before they could show how they were going to fix it.  They convinced everyone that it was actually a problem. Watch it now.  Genius!



Weight loss clinics are also another obvious example of how companies use their ideal clients pain points to generate more sales.

To attract the right customer you need to produce content that is relevant, informative and engaging.

4.    Where does your ideal client get their information from?

    a.    Does your ideal client speak to friends and family to get their advice?
    b.    Does your customer find the information they want in blogs?
    c.    Does your ideal customer read newspapers?
    d.    Does your ideal customer listen to the radio?
    e.    Does your customer use social media to find answers?

Knowing where you ideal buyer persona is going to go to find info means that you can directly target them where it will have the most impact.  Rather than a scatter gun, one size fits all approach.  Your customers will know that you understand them.

It is one of the quickest ways to build trust.  

You know what trust means?  That’s right, more sales!  

5.    What is your customer looking for?

    a.    Are your customers looking for something that will save them time?
    b.    Are your customers looking for something that will save them money?
    c.    Are they looking for something to make their lives easier?
    d.    Are clients looking for something to help them grow their business?
    e.    Do your customers want help learning how to do things themselves?

When you can answer these questions, it will help you tailor your products and services to fit your ideal buyers needs.  

You might think that having more general offerings in your business will widen the net, and in turn win you more business.  In fact the opposite is true.  Your customers like to feel safe in the knowledge that they are dealing with an expert in the field.  That you understand their problems, inside out, and that you are the go to place to help them fix it.
You are only really going to achieve this by tailoring the things that you offer especially to attract them.

Conclusion

Don’t believe that being specific in your products and services will mean that you only have a small pool of potential customers.  Just so you know, all business have more than one ideal buyer persona to market to.

What it does mean is that you can make each service or product you offer fit each ideal client perfectly.
After all, who doesn’t like to feel that what they are buying was meant especially for them?  
It helps you attract the right people, first time.  Which reduces the time spent on trying to sell to people that are never going to commit.
Still feeling a bit daunted about finding your ideal customers?
Don’t worry, we’ve got your back! Contact us and book yourself a free 1/2 hour consultation.
    




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