Below are 3 steps to getting inside the mind of your target audience so you can send a message directly to them that they will understand to get them to buy from you.
Step 1 – Make a list: (at this point we are just making a list and not answering the questions yet)
- what are their fears / what scares them?
- what makes them happy
- what gets them excited to wake up in the morning
- what do they worry about?
- what are they struggling with?
- what do they dream of?
- what do they want? / What do they desire?
- what would they do if they got what they want?
Step 2: Find The Answers
A lot of the time if you are your target audience, it’s easy for you to understand your target audience.
For example, if you are in the weight loss niche and you understand the struggles of someone who is trying to lose weight – it’s going to be easy for you to answer the questions because you understand your audience. You know what it means to resist temptations and how hard it is to get up at 6 am to get to the gym and then be starving afterward only to find that you can only eat a hard boiled egg to tie you over until lunchtime! You know this!
The easiest niches to sell in are the ones that you completely understand.
If you don’t know your target audience yet – don’t worry….it’s not hard to learn about them rather quickly.
How do find these answers? You’ve gotta do some spying & research…spying in a good way because you will be using information that is already available freely to everyone
What you need to do is begin to follow pages, communities and even products that sell to your target audience.
So let’s keep with the weight loss niche: I might want to follow a weight loss page that has a ton of likes and interaction just so i can see what everyone is talking about, what kinds of comments people are writing, what kinds of posts make them tick, etc. Facebook is a great place to do this research.
So here are some things to look for:
- Facebook posts and comments
- how are your competitors selling to them? (what are they saying in their sales copy & ads)
- what ads are already working?
The important part of the research phase is that you are actually following other marketers who are successful at selling this niche. This means that their messaging and every correspondence with the niche is spot on.
Step 3: Compile Your Research and Bring It To Your Copy
Now you should be well versed at what makes your target audience tick. You should really know them backward and forwards. If you don’t keep researching. Again, you can’t sell to people you don’t know and truly understand!
Come up with a plan on what problems you are going to hit hard in your copy and how your solutions fit with solving their problems.
That’s all you need to do. Continue to circle around to the research phase every so often so that you can find hidden treasures on what your target audience is struggling with. You will need to keep honing in on the questions we talked about in step 1.
There are so many ways to use the information once you have it.
A quick example before we conclude….use situations and the time of year to your advantage. With the weight loss niche…right now the holidays are here. This is a time where people probably struggle the most with weight and the choices they make.
There is always a time to use what you know but then be creative to make it relevant to today. This will also separate you from the rest.
By: Debbie Drum