A Quick Tip on How to find your Customer Avatar
February 28, 2022
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Have you ever heard that in order to make your marketing work you need to know who your perfect client is? An ideal client is not only someone who gets their needs met by the product or service you’re offering, they are also someone you actually want to do business with.
Once you are clear on who this person is, you can then target them in your marketing strategies.
Here's an easy way to find your ideal customer avatar, even if you feel you have more than 1, or want to help everyone.
Consider this…
Instead of focusing just on demographics, interests or behaviours, focus on finding people who want a very specific outcome.
Here are 3 questions to answer when getting clarity on who your ideal target market is:
1. What outcome does your business give people?
Do you know how your business helps people? Sometimes this is beyond the most obvious of things. For example, if you are a wellness coach, you might think it is to help someone have more energy. That could be a surface outcome. But what does more energy give them?
Something we like to do is the “and so you get” exercise. Once we come up with ideas about how a specific product helps someone we keep asking “and so you get what?” For example with the wellness coach you might say someone gets more energy, so they get to spend more time with their kids, or so they start feeling like they can work out to lose weight… etc. The idea here is to chunk down to find the real reasons they work with you.
2. Do you help them achieve a desire?
Some people buy things because they want it. In other words, they are motivated to fulfil a desire.
For example if you sell chocolate, many of your buyers want that sweet treat. Or if someone joins a gym, it can be because they want to get more flexible and fit for the summer.
Here’s a quick bonus resource to help you become “the choice” for potential clients and not just “another choice” in a crowded market 👉 Why Specialisation in Business Helps You Sell More.
3. Or do you help them solve a problem?
Let’s look at the chocolate and gym example again. Some people might also buy these to solve a problem they have. For example with chocolate, maybe they need to find a gift for their partner. Their problem is trying to find the right gift and feeling overwhelmed with what to get.
Or at the gym, a problem could be they have been told by a doctor that they need to lose weight. They may not want to lose weight, but they need to for their health.
See the subtle difference? Which type of person do you want to attract? Someone who shops based on desire or solving a problem?
Talk about their problem or desire in your marketing.
Once you are clear on how you are helping people, see if you can describe it in the exact way they would tell their friends about it, or even their inner voice.
From there, explain how you specifically help them - with all of your training, knowledge and experience. It’s not enough to determine who you want to benefit most—you need to identify who is actually finding value in your offerings right now.
In other words, how is your formula of what you do different?
Identifying your ideal customer can seem like an overwhelming and challenging task. However, it’s an important step in growing and improving your business. Still struggling with this? If you want to learn how to attract more of the right people to your website check out our program Websites That Work.
