Figure Out Your Target Market and Become One with Them

“The definition of insanity is doing the same thing over and over and expecting a different result.” – Bill Wilson, Founder of Alcoholics Anonymous

That quote describes one of my biggest pet peeves – seeing people fail to identify what their target market wants, then spend a ton of money on marketing and lead generation, only to get bad results. The worst part is they DO IT OVER AND OVER AGAIN!

When that’s all you know how to do, it’s understandable. However, there is a more effective way to prepare before you generate leads and market to your prospects. Figure out the target market and become one with them.  You need to speak FROM them (i.e. from their perspective) instead of AT them.

3 Steps to Become One with Your Target Market

Step 1 – Niche down on your target market

OK – before you stop and tell me you already do this, ask yourself if you really do know who your audience is.

I’ve spoken with a lot of entrepreneurs and when they tell me their target market, they give me a litany of broad demographics that could include 85% of the world’s population. That is the first mistake.

How do you fix it?

Niche down. And then niche down again, and again, and then some more.

For example, let’s say your target customer is MEN.

Pretty broad, isn’t it?

You need to ask some more questions, such as:

What country do they live in? Let’s say the USA.

How old are they? They range between 35-45 years of age.

So far we have a market of men living in the USA between the ages of 35-45.

Not a bad start, but we can do more.

Do they own a home or rent? Maybe they own their home.

What religion do they follow? Catholic.

What do they do for a living? Executives in a small start-up company with 10 or fewer employees.

What else is special about them? The company has suffered from recent bad PR.

To put this together, we’ve got: men living in the USA who are between the ages of 35-45 and own homes. They are Catholic and executives in start-up companies having 10 or fewer employees. Their company has gone through some bad PR, but their investors haven’t pulled the plug, yet.

See how this works?

This is a very specific subset of people to go after.

Now, we can stop at any level of the niching down process, but the more focused you get, the more you get the STORY behind a particular person.

Additionally, you’ve now got several leveraging points when you communicate with this person. You could focus on work, faith, family, age, etc. In the end, you get more flexibility and ability to communicate with them.

And no… this will not pigeon hole you in the least!

This target market could be women, between the ages of 30-40, Jewish, apartment renters who are executives at start-up companies with 10 or more employees. This type of focus sets up the the way you will communicate with your target customers.

Identifying your target well will determine how easy or hard it will be to communicate with them.

Step 2 – Make sure this really is your target market.

Now that you’ve niched down and identified your target market, it’s time to ask a simple question: Is there anyone else who is a better match for your offering?

Sounds like you’re second-guessing yourself, doesn’t it?

That’s OK.

In reality, when you answer the questions “who is your target market” and “who can best use what you sell,” the answer should be the same. In many conversations with people, I’ve asked these two questions at different intervals and get two different answers.

So, keep asking yourself questions like, “is there a better fitting group?” or “am I 100% certain that these people really want my solution?”

The time to second-guess yourself is before you make your offer, not later.

Step 3 – Speak FROM the perspective of your target market. Don’t speak AT them.

After all the niching down you’ve done, I bet you’re ready to put your lead generator and marketing content out for your prospects, aren’t you?

It makes sense – you have doubled down on who you want to reach out to.

But hold on a minute. I’ve seen many entrepreneurs put out their lead generator and marketing content with wonderful lists of features and benefits only to lose the prospect!

The reason? It’s pretty simple, really.

They talked AT their prospects instead of talking WITH them. They played schoolmarm and taught their prospects all about right and wrong.

Instead, put away your ruler and get inside the hearts and minds of your prospects. What is their pain? What drives them? What desires compel them? How do they verbalize all of this internally?

Figure that out, and then speak it back to them.

For instance, say your target market “wants more sales.” But is that how they would actually say it?

Probably not.

They likely say things like, “How do I get over my fear of asking for a sale?” or “What can I do to get people to listen to what I'm selling?” or “Am I just trying to sell something no one really wants?”

When you talk to your prospects as one who is very familiar with their problem, and you show you truly understand their problem, THEN they will listen to you and your solution.

Make it easier on yourself

We’ve talked about how the fastest way to connect and convert prospects into clients comes from getting inside their head and addressing their feelings.

You may be scratching your head at this point and wonder how on earth you get inside their mind and hearts before you have even connected with them.

It’s possible, and I can show you just how easy it is with The Ultimate Qualified Lead Profile Toolkit.

It’s my one-hour video training where I show you:

• The subconscious Fears and Desires that drive a prospect to take action. You’ll know how to talk directly to them!
• How to determine (quickly) if your prospect is an Action-Taker or Excuse-Maker. You’ll know who is ready to grab the keys and who is just kicking tires.
• Establish the ROI ahead of time. Your prospect will love purchasing from you!
• Make friends with the dreaded “decision-making” Learn how to handle them and even get to play on the same team.
• Create “neat little packages” so your clients and colleagues will drive better referrals your way.

Normally, I charge $97 for this toolkit, but it is my FREE gift to you!

Grab it here now.