How To Target Your
Customers and Put Them
In A Buying Mood
2002 Herman Drost
Have you spent a lot of money on
advertising with the expectation that you would get many
sales from the 1000s of people that visited your site or
read your ad?
Have you poured money into driving traffic to your web site,
only to have no one buying your product?
Maybe you have seen the ads, “Get 10,000 visitors to your
site, for only $20” . Wow, you think, that’s a great
bargain, I’ll go for it. The result – 10 people visiting
your site and no one buying.
What’s the problem?
You have not effectively targeted your customers. Your field
of customers is too large. Most of them are not interested
in your product. You need to zero in the person that wants,
needs and thirsts for your product.
How Do I Find My Targeted
1. You have to have to put on your customers shoes.
There’s an Indian saying that says “You must walk a mile
in my shoes, before you can understand me. For example, if I
am selling a weight loss product, I would not be targeting
skinny people, but targeting those that are overweight.
2. Make a thumb nail sketch
of this person – who is your customer? What is her wants,
needs and worries? Try to understand what makes them tick.
Then you can understand what gain you can offer and what
worry you can solve.
For example, let’s make a sketch of the overweight person.
30-50 years old
Out of shape
Probably married with children
Under a lot of pressure, tight for time, stressed
Looking for ways to improve health and wealth
Lack of self esteem
Develop your product that addresses one or more of these
needs. Always refer back to your thumbnail sketch as you
write for your site. Elaborate on the points that fit your
product and what it delivers. As you start writing, new
ideas will naturally emerge, but always keep them focused
on your targeted customer so you won’t go off the track
of what your customer wants.
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