iElectrify

Reaching your target audience is about more than putting up some products, writing some snazzy descriptions and promoting it, hoping for the best.  It’s about asking real, relevant questions that get their attention and get them involved with what you have to offer.  In a sense, you’re “speaking to them” on a level they can relate to.

But what questions should you be asking?  Here are four of the best questions to know the answers to before you start your marketing plan.

1. What’s keeping them up at night? Are they angry? Afraid? Concerned? About what? This question might seemingly have nothing to do with your product, but dig a little deeper.  Is there some concern you can tie in with your service that will make your customer sit up and take notice? In the case of website design, it may be something like:

“I’m looking to supplement my income and/or start an online business. I’m worried that people won’t take me seriously and that I’ll have a hard time standing out.  I know I have a good product, it’s just figuring out how to reach people who want to buy.”

2. What is currently happening in their business or life? How does it affect them?  There are going to be things that are way out of your control as a businessperson – but that doesn’t mean that they won’t play a role in how your content comes across to your potential reader.  Common objections might include:

“I don’t have time to read all this!”
“There’s not enough information here. I’ll go elsewhere to see what I can find”
“I’m not sure I can afford this. I should compare prices to see if I can get a better deal”

3. Who else is marketing to them? People are bombarded by offers.  Some get their attention as just a passing acknowledgement, and some don’t affect them at all.  Consider what other offers might be coming their way and look at how they’re doing things.  You could learn a few more important facts about your buyers that you never knew before!

4. What do they want? This is getting to the core benefit and asking “so what?” enough times to really discover what people want.  For example, if I were in the market for a digital camera, I don’t really want a digital camera.  I want something easy to use that will give me great photos I can share with my family.  So what?  Because it brings us both happiness and fond memories we can continue to enjoy years from now.  That’s a benefit that can’t be ignored!

Make these questions a workable part of your marketing plan.  You can also create personas if you’ve got features and benefits that appeal to different groups of people and see how much more of a difference it will make in your online sales!

Tags: reach more customers