Your Perfect Customer Is?
Every time you try to sell things online you should be thinking about your perfect customer. And when it comes to driving traffic to a website there are really only two choices.
You will either earn the traffic or buy the traffic. One online marketer is fond of saying that traffic is like milk – if you need some you just go to the store and buy it.
That’s okay if you have multi-million dollar budgets and huge staffs to whom you can outsource driving traffic but for us, making every minute and every penny count can mean the difference between success and failure. Between breaking through or breaking down.
In addition, because we need to make every minute count and every dollar we need to understand what an avatar is and why it is vital that we use one.
What is an Avatar?
Simply it’s a representation of your ideal customer.
In the beginning, you should visualize what this perfect customer looks and acts like. See in your mind’s eye what their needs and goals are.
And as you gain more knowledge, do your homework and importantly gain customers, your image will become razor-sharp.
Soon you will enter the ranks of online business people who know who their target is and exactly how to reach them economically and without doubt.
When most people try to sell things online they begin with the wrong things. They begin with a product or business opportunity they heard is “hot”.
Or they focus on the amount of commission they can earn. Or they begin with arbitrary factors like “gravity” which have no real meaning.
Professional marketers begin at a different place. They begin with the person, and their avatar. And once they have that, they know they can sell to them a wide range of products and services.
You see, just about every person you reach online is either going to buy something, or review something they want to buy. And they are going to buy it from someone.
The real trick to succeeding online is to make sure they are buying it from you! And starting with an avatar is the best way to make that happen.
There are five major aspects you can use to begin understanding exactly who your perfect customer might be and how they might want to buy what you sell.
1 – Begin with the Basics
Define some basic information meaning the demographics, location, age, educational status, general income and occupation of your ideal customer.
2 – Goals and Values
Write down what you believe they are aiming for in life.
As best you can, list out …
- Their long term goals.
- Their shorter term goals.
- Their values and principles.
3 – Where do they get their Information?
In this step, you want to imagine where they might be getting their information from and who they might consider as an authority. The authority factor is very important because it determines buying behavior.
The reason you see movie stars endorsing products is that people want to be like their heroes. We somehow believe that using the same makeup as a supermodel will make us more beautiful. Or wearing the same shoes as a basketball player will make us move better.
The basic factors to consider when determining your avatar’s authority figures.
- Books they read.
- Blogs they read.
- News shows they watch.
- Social media channels they use.
- Magazines or ezines they read.
- Celebrities or gurus they follow.
- Television shows or channels they watch.
We live in an entertainment-obsessed culture. A recent study by the Pew Research Center indicates that over 60% of people get MOST of their news from Facebook!
Factoring in where people get their information and who they believe credible is an important step in your marketing.
4 – Where is their Pain?
People buy things because they want or need them. And they most often buy them to solve a problem they have.
Whether their problem is real (I have a toothache) or perceived (this blouse makes me look fat) doesn’t matter.
What does matter is that people take action when they have a need or want. And your job, if you want to sell things online, is to speak to that need and let them know you can help them.
So here we list two very simple, but profoundly important, items.
- What are their challenges?
- What are their pain points?
Take some time on this one. To help people you will need to know where they are hurting and provide a solution.
Because solutions are what people buy!
This one step alone can change how and where you advertise, what articles you write or curate for your blog, which products you choose to promote and more.
5 – Do they fit the M.A.N Principle?
The M.A.N. principle stands for MONEY, AUTHORITY, and NEED.
They must be able to pay for what you sell. That’s money!
They must be able to place the order without consulting others. That’s authority!
They must feel a need for what you are offering. That’s need.
The more you know about your customer profile, the easier it will become to know if they are buying other products, what they are searching for and who they follow online.
In today’s world attention equals opportunity. The opportunity to serve. The opportunity to discover what they need. And yes, the opportunity to make sales. So it is vital to take the time to understand your customer’s needs, wants, desires and challenges are.
Get to know them better than they know themselves.
The closer you can identify these important issues the closer you are to solving their problems and creating a demand for your product or service. To help you establish these essential strategies and practices here is a wonderful resource that can open up a whole new world of business enterprise.