We love this analogy!
If you’re selling bananas, you want to talk to a room full of monkeys. If you’re talking to a room full of tigers, it doesn’t matter how fresh or delicious your bananas are, you’re not going to sell any of them.
That’s why fully understanding your target audience is so important. You want to make sure you are talking to the right people, otherwise you’re putting a lot of time and effort into a sales process that will never get off the ground!
In our blog Why do People Want a New Website Anyway? we listed 25 reasons people want to get a new website, and pointed out the conversation with a someone opening a brand new business is very different than talking with someone who’s current website isn’t generating leads. When it comes to outlining your ideal client you need to know which one of those businesses you’d rather work with.
These customers are at very different stages in their companies and, of course, have different needs. One might intrigue you much more than the other. Your preferences are important. Afterall, working everyday with clients who suit you perfectly, makes for a pretty wonderful business indeed! And that’s exactly what we want for you.
Finding your ideal client becomes a lot easier when you know exactly who it is you want to talk to. Based on their personality, interests, and lifestyle, you can figure out where they might be online, or offline, so you can meet them and start a conversation.
And when you know who it is you want to talk to, where they are, and what makes your business the perfect one for them, you’re going to have a pretty easy time closing your sales.
So you can see why we’re pretty passionate about understanding your target audience. Clarity is the key – for you and your clients!
We have a handy little sheet that helps you create your customer avatar. Just click here to download it.
If you have more than one division in your business, you will need to do this for each one. You may even want to create avatars for each of the products or services you offer, if they have different target audiences.
Before you start your Customer Avatar Sheet, think about a client you have right now that you absolutely love working with. Consider all the characteristics and personality traits that makes that person, or business, the ideal client for you. Everything from their sense of humour, to the fact that they pay their bills on time, is an important part of outlining the clients that are ideal for you in your business.
Have fun with it, and add to your sheet where you want or need to. The more fully you create the picture of the personality you want to deal with, the easier it will be to know them when you meet them.
