Before you start designing and creating the products you are going to sell, you need to define your ideal client or target market. Who they are, what they want and need, and why they would want to purchase your products or services. If you don’t narrow down your target market, you may be wasting your time and money casting too wide a net and not getting traction. It’s always better to define who your target is and market specifically to the needs and wants of that target market.
Answer the following questions to really define your target market and what sets you apart from the competition.
What is the problem that your product or service solves? Really understanding the problems of your prospective clients helps determine who your target market is and where to find them.
Once you have defined the problem or problems that you solve start to list all the different types of people who have those problems. Focus on the demographics, where do they live, what do they like to do, what is their education level, how much money do they make, are they married, how old are they, etc. Start to craft a picture of what your prospective client looks like.
Look at who stands to gain the most value from your product or service. Who really needs what you have? Who has the most to lose by not buying your product? If the pain of not having your solution is greater than the cost of solving the problem, you’re in a perfect position to close the sale.
Determine your niche. It is likely that your product could appeal to a vast audience and while its tempting to think that everyone needs your product, it is exceptionally hard to market to everyone, so determine what specific niche you will market to. Once again focus on the demographics of your market and focus your marketing efforts there.
What makes you unique? What sets you apart from your competitors? Market to your strengths.
Why do they purchase your product over another? What sets your products apart from other products available on the market?
Once you have determined who your market is, what they need and how you are uniquely qualified to provide it to them, you can confidently craft your marketing message to the different segments of your market and have powerful, persuasive conversations with your prospects.
Go forth and market well!