Small Business Coaching on What Your Customer REALLY Wants [Cont'd]

 

·          Find your target market in your community, take them out to lunch or just call them up and ask for a few minutes of their time. 

·          Ask a friend if they know any financial advisors and let them know that a mutual friend referred you. Ask the 3 questions above. 

·          Do google searches and get onto web sites and read what’s happening with your target market

·          Get onto web sites of your potential competitors and checkout how they are marketing to your target market

·          Get a couple magazines that are typically read by your target market and find out what they are reading and why

·          Do a mini survey using a free tool like www.surveymonkey.com

What to do with that information: 

Ask questions:  In our example above, let’s say that you, as a Virtual Assistant, find out that their greatest frustration is all the paperwork they have to file and process.  You can ask questions about what makes that so frustrating or painful.  What created that frustration in the first place? How long have they been enduring that frustration?  What would make that frustration go away?  What would life be like without that frustration?  What would be the perfect solution for that frustration?  So you’re asking a lot of questions about what the pain or frustration is and what would solve that pain or frustration for them.

Take plenty of notes.  Why?  Because the exact words they are using to answer your questions are precisely how you will market and sell your products. When you describe your product or service, you must find a way to connect that description with your target market is describing as their pains, frustrations or desires.  When they see their own words in your ad or flyer etc., they will immediately identify with you, your product, and your business because it sounds like exactly what they are looking for.

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