So
you want to work out of your home, and kiss
that job goodbye. You want to use your computer
and the internet to make your living. Before
you decide what product or service to sell
on the web, there must be a customer to
sell it to. Pretty straight forward. But
that customer must want what you are selling,
and be willing to pay for it. That is the
key, finding that "perfect customer"
to be the target of all of your marketing
efforts.
To find them, you must know
who they are, and what they want. Define
the perfect person that would buy your product.
This is the first step to getting to know
your target customer well. To make your
marketing efforts as effective as possible,
you must be specific in your definition.
It is virtually impossible to market a product
to everyone on the planet. It is very possible
to be able to market to one particular type
of person. The one who wants to buy your
product. The internet lends itself to "target
marketing" with the popularity of search
engines to define interest in a certain
subject. All this while being the largest,
totally global selling and communication
medium in existence.
Understanding what it is
that your customer really wants is the ultimate
goal of someone selling a product. When
you get that, you've got the sale. A good
way to start your research is just by asking
them. If you have a website or newsletter,
invite your readers to send in their feedback
on items you discuss. Ask them, and they'll
tell you. It's as simple as that. You can
use a poll of some kind, www.SurveyMonkey.com
is a good online option. You can try it
for free. There are simple scripts that
can be installed on your website host's
server to perform the same function, too.
Many are free, and most are easy to install.
Now you have to figure out
how to reach your perfect customer. Learning
their habits and how they spend their time
can teach you a lot about what they want,
and can show you some ways to market to
them. What sites do they visit online? Do
they post in forums or blogs? How can you
reach them through these? What do they do
offline, in the real world. Where do they
shop, what activities do they participate
in. What other interests does your perfect
customer have? People do have other interests
besides computers and the internet. How
can you learn about them or reach them with
your offer, considering these other activities?
There's an old marketing
saying, "Be The Customer". It
still holds true today. If you can think
like your target customer, you can figure
out exactly what they want, and how you
need to offer it to them. Think like them,
and learn to understand their wants (notice
that I didn't say "needs"), and
you will be on your way to really becoming
your perfect prospect.
You know all about your
target customer. You know where they hang
out, and what it is that they want, badly.
Now it is up to you to give it to them.
For every feature the buyer will receive,
ask yourself "What's in it for me?".
Make this benefit exactly what the customer
wants. This makes for a happy perfect customer,
that will come back to you again and again.
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