When you're promoting your business online, you need to know who you are talking to in order to be effective.
Target an audience that's too general and you will quickly lose interest and lose readership. Or worse yet, you won't be able to find anyone to stick around and listen to what you have to say in the first place.
Defining your target audience and creating your "avatar" (marketing-speak for who you are creating content for and who you are trying to target with your message) is hands down the most important step in building your business online.
Get this right and you can easily build a 6-figure business online. Get it wrong and you can waste thousands of hours and thousands of dollars just spinning your wheels and getting nowhere.
This exercise will help you get crystal clear on who you are trying to attract and how you are going to serve them.
In order to get quality prospects for your business, you need to make sure that you are fishing in the right pond and using the right bait… or getting the right message in front of the right eyeballs at the right time.
It’s about getting inside the heads of your ideal prospects and uncovering their hidden desires, fears, secret wishes, biggest challenges, dreams, frustrations, pains and so on…
This is how you FIND your best prospects
It’s how you ATTRACT them
It’s how you CONNECT with them
And it’s how you SERVE them
Simply put, without a clear understanding of WHO your market is, you don’t have a business.
So let's dive into the 14 questions you need to ask to find your perfect prospect.
14 Questions to Ask to Find Your Perfect Prospect
The first set of questions that you should ask to find your ideal prospect are more general in nature.
These questions should typically apply to anyone who might be a prospect for your solution(s) regardless of age, sex, marital status, etc., and they will help you get inside the head of your ideal prospect.
- What are their biggest sources of pain?
- What are their biggest fears?
- What common challenges do they face?
- What are their biggest desires?
- What information are they already consuming? (Books, magazines, websites, etc.)
- What products or services are they buying?
- What specific solutions might make their lives better?
Your goal in answering these questions is to identify the biggest motivators for your ideals prospect: their desires, their fears, their sources of pain. Once you've done that, then you can get to work providing the solution to their problems.
Help them achieve their goals, make their desires a reality, while avoiding the things they don't like and you will be well positioned to create RAVING fans, loyal customers, and motivated team members.
The second set of questions you should ask to find your perfect prospect are more specific and personal in nature.
Answering these questions will help you connect with your prospect, so that they feel that you are speaking DIRECTLY to them.
- Are they male or female?
- How old are they?
- What is their marital status?
- Do they have kids? If yes, how many and what ages?
- What kind of career do they have?
- What is their average income?
- What sort of hobbies do they have?
Once you know their gender, age, marital status, and whether or not they have kids, then you will be better able to find them on social media. This will make ad targeting a breeze.
Once you know their hobbies, what they read, who they follow, and their other interests, then you will know where to FIND them. What forums do they hang out in? What Facebook groups are they a part of?
And of course, knowing their average income will give you an idea of who can - or cannot - afford your products and your services. You don't want to be targeting people who are too cash strapped to become regular customers.
And if you're targeting an audience who has a high average income, then you'll know a few more things about them, such as: i) they are perhaps more likely to become customers if they have more disposable income; ii) if you are trying to build your team, this market might respond better to promises of time freedom than generating a second income. (They might not need more money, but they might desperately want to quit their job.)
Writing Your Avatar
Now it's time to write up a short bio of your ideal prospect.
This will allow you to stay on message and deliver solutions that speak DIRECTLY to your prospect's goals, desires, and pain points.
You don't want them to have to do any work.
You want your ideal prospect to read your blog post or watch your video and think, "This person is speaking directly to me. This is exactly what I have been looking for."
If you can do that, you are well on your way to becoming unstoppable.
If you haven't done this already, go through and actually answer all of those questions. Write down your answers. Then write up a short paragraph or two on your ideal prospect. Find a picture, even, and give your avatar a face. Print off your bio and post it next to your computer. Then every time you create a piece of content, whether a blog post, a video, a social media update, speak to that person.
Find out where your target market hangs out and go there. Share stories and solve problems.
If you are speaking directly to your market, and you have identified their biggest pain points and how to solve them, then they won't be able to ignore you.
P.S. – If you’re struggling to build your business online and work with the right kind of people that produce results, this formula is exactly what you’ve been missing. It helped me to finally throw out my 100 person list and build a sustainable, passive income without hounding friends and soliciting strangers. Click here to learn how to sponsor more reps online with this simple formula.