I’d like to introduce you to someone. I don’t actually know his name, but I’m hoping you do. I’m hoping you know quite a bit about him.
He’s your target customer – person most likely to buy what you have to offer. He is person responsible for your paycheck. He pays your rent and feeds your kids. Or at least, he will, once you convince him to buy from you.
But to convince him, you have to know him. Intimately.
I know, I know – this is elementary stuff. Marketing 101. But you’d be amazed how many people are in business without a clue about who they’re selling to. Even if you have a pretty good idea about what makes Mr. Prospect tick, you could stand to learn more.
Because better you know him, better you know how to sell to him.
Dig deep. Get way down into his psyche. What are his core beliefs? What are his fears? What keeps him awake at night? What kind of person does he really want to be? (That one is actually far more important than who he actually is. Can your product or service help him be that person?)
Do you know what Mr. Prospect does with his spare time? If he’s online, what newsletters does he subscribe to, or what forums does he hang out in?