The biggest secret to building a thriving business is understanding your ideal customer:
the people who will be most interested in what you have to offer.
Many entrepreneurs (especially in the beginning) get excited about a product.
Then, they run out and try to sell it to everyone.
You can tell who they are because you always hear them talking about their product.
Having a great product is a huge part of having a great business.
However, that’s not where you start and you will find yourself frustrated if you do the same.
The heart of your business is your customer.
Ryan Moran is a successful entrepreneur and investor who helps startups scale from 7 figures to 8 figures or higher.
He tells a lot of stories, but one of them really helped me understand this concept.
Take a look at these 2 different coffee companies: Starbucks and Black Rifle Coffee.
They both sell coffee.
It’s probably the same coffee, but they have massively different customers and both of them do very well.
The businesses decided to cater to a certain type of person and those people are raving fans and love their product and company.
I’m going to tell you here how to find that perfect group of people in a minute, but let me give you another example.
Let’s say you want to start a company that sells handmade jewelry.
But instead of making jewelry for everyone, you decide to specialize in creating unique pieces for adventurous individuals who love to travel.
By narrowing your focus, you’ll attract a specific audience who resonates with your brand and offerings.
It’s not about the jewelry as much as the person who is paying you money for it.
Ideal Customer or “Avatar”
By defining your ideal customer, you can differentiate your business from the competition.
You need to figure out who you want to serve.
What do you want to help this person with.
A customer avatar is like a character sketch that represents this person.
1. Research:
Begin by gathering information about your potential customers.
Look for common characteristics, such as age, gender, hobbies, and interests.
You can use online surveys, social media insights, or even talk to people who might belong to your target audience.
2. Identify Goals and Challenges:
Consider what goals and challenges your ideal customer might have.
Are they looking for convenience, affordability, time or money-saving, or a community?
All of the above?
What problems can your business solve for them?
Understanding their needs will help you align your product with their desires.
You should get as specific as possible when getting to know and defining your customer avatar.
3. Give Your Avatar a Name:
To make it more personal, assign a name to your customer avatar.
For instance, let’s call our adventurous jewelry lover, “Sandra”.
4. Create a Story:
Bring your customer avatar to life by developing a story around her life, aspirations, and pain points.
What motivates Sandra to buy handmade jewelry?
How does it make her feel?
This will help you understand her perspective better.
5. Refine Your Avatar:
Once you have your initial customer avatar, review and refine it.
Add more details or make adjustments as you gain more insights.
Remember, your avatar should represent your ideal customer accurately.
Now that you have a clear understanding of your ideal customer,
you can tailor your products, marketing messages, and branding to appeal directly to them.
If you don’t have a product yet, decide what this person wants or needs and create it or find it.
If you’re selling jewelry to adventurous travelers like Sandra, you might:
emphasize the durability of your pieces,
the use of sustainable materials,
and the unique designs inspired by different cultures.
By focusing on your ideal customer, you will build a loyal following and establish a strong brand presence.
It’s much better to be exceptional for a specific group of people than to be mediocre for everyone.
So just to recap:
Defining your ideal customer before deciding what product to sell is crucial.
Understanding their needs, preferences, and challenges allows you to create products that cater specifically to them.
By using the “Creating a Customer Avatar” method, you can develop a clear picture of your target audience and connect with them on a deeper level.
Take the time to research, create a buyer persona, and refine it as you learn more about your ideal customer.
By doing so, you’ll be on your way to building a successful business that stands out in the market.
Remember, focus on your niche and cater to them passionately.
If you liked this article, be sure to check these out:
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