Finding your target market isn’t always as easy as it looks. In fact when I started out I way underestimated what it takes.
To find your target market is to understand your target market.
You have to know what people in your market want, what they need, understand their concerns and what remedies they are looking for before you can truly connect with them.
That takes a little bit of research, just a little 😉 But it’s not hard.
I’ll prove it to you, just take a moment to read this article from one of my favorite SEO experts, Karon Thackston.
Karon puts this into perspective. You’ll see just how important understanding your target market is to getting their attention, connecting with their wants and needs and then ultimately zoning in on the sale.
Understanding & Communicating with Your Customers
by Karon Thackston
It happens all too frequently with novice copywriters. In fact, many pros also make the same mistake. Telling your site visitors what you want them to know instead of what they want to hear is never a good idea. And, the fact that this happens so regularly truly confuses me because every day – all day long – we tailor our communication to those around us. For some unknown reason, we start telling instead of sharing when we write copy.
In order to convey our marketing message effectively to those we are trying to persuade, we have to know who they are and what they want. Then we must communicate in such a way that we motivate them to take action. But, how?
The first step is always to think about your target customer. Aside from market research and target audience analyses, just simply think about who your customers are and what they want. Let me give you a very basic example.
Let’s say you bought a car. You’d want to share that bit of good news with the important people in your life. So, you decide to write an email to your best friend. You tell him that this hotrod will go from zero to sixty in three-quarters of a second, that you crank the stereo up so loud it can be heard for blocks around, that all the guys are winking at you at the stoplights and that – even if it means taking money from your kids’ college funds – you’ve finally gotten the car you’ve always wanted. Your best friend is sure to be green with envy. But, let’s say you wrote another letter to your… mom.
Now, which of the things on the list above do you think your mother would be thrilled to hear? Not many! Of course not: she’s a mom. What do moms want to know? That the car has the highest safety rating, that it ranked high in Consumer Reports, that you got a great deal and you bought the extended warranty, etc., etc.
The core message stays the same: “I bought a new car.” But, the way you tailor the details changes to fit your audience. It’s really just common sense.
There are lots of ways to find out what’s on the minds of your target customers. You can visit online forums, read blogs or pick up industry-related magazines. You’ll want to be sure to read the comments on blogs and forums, not just posts or articles. You’ll find out specifically what your target market has on its mind when you read the comments.
If applicable, visit sites that post product or service reviews and read those. For every complaint, think of ways you can construct your copy to show your offer as the solution to the problem. For every compliment, think of ways to align your product or service with the best benefits named by the reviewers.
SurveyMonkey.com and other similar-type websites offer web-based software. Most allow you to use their product free if you do small surveys (10 questions or less). And 10 is plenty to start with. Put a link to your survey on your website where visitors can easily see it. You’ll usually get a better response if you allow the answers to be anonymous and also if you offer a chance to register to win something. Twenty-five dollar or $50 Amazon gift certificates, a gift certificate for your products or services and other such things make good prizes.
Whatever method(s) you use, don’t guess! Take the time to actually find out who you’re communicating with before you begin to write. Your effort will be rewarded with higher conversion rates and a greater sense of satisfaction in your copywriting abilities.
If your copy isn’t getting results, you CAN learn to write like a pro! Boost your sales and your search engine rankings with The Step-by-step Copywriting Course. Nope it’s not another ebook… it’s a complete online video course. Watch and learn! I did and it’s what took me from zero sales to a steady monthly income.
P.S. Just to let you know, if you purchase this product through my link I will receive a commission. It’s always appreciated and I only recommend products or services I use personally and believe will add value to my readers.