Defining Your Ideal Customer

Do you really know your ideal customer?  … I mean really know your best customer?

Defining your ideal customer is not about what you think, wish or hope they are but really who is interested in and buying your products!

If you sell face to face to consumers, you may be able to tell me a bit about who your ideal customer is.  But if you just create and throw your product out in the marketplace, you may be appealing to everyone — but selling to no one.

Brian Tracy developed a detailed list to help you define your target customers (published on the Entrepreneur website)

Here are some tips to help you find your business’s ideal customers:

1. Define your product or service from the customer’s point of view. What does your product do for your ideal customer? What problems does your product solve for your customer? What needs of your customer does your product satisfy? How does your product improve your customer’s life or work?

2. Define the ideal customer for what you sell. What is his or her age, education, occupation or business? What is his or her income or financial situation? What is his or her situation today in life or work?

3. Determine the specific benefits your customer is seeking in buying your product. Of all the benefits you offer, which are the most important to your ideal customer? What are the most pressing needs that your product or service satisfies? Why should your customer buy from you rather than from someone else?

4. Determine the location of your exact customer. Where is your customer located geographically? Where does your customer live or work? Where is your customer when he or she buys your product or service?

5. Determine exactly when your ideal customer buys your product or service. What has to happen in the life or work of your customer for him to buy your product? What time of year, season, month or week does your customer buy?

6. Determine your customer’s buying strategy. How does your customer buy your product or service? How has your customer bought similar products or services in the past? What is your customer’s buying strategy? How does your customer go about making a buying decision for your product?

It is worth it to take the time to go through Brian Tracy’s list and map out who your ideal customer is.  From there, you have the option to alter your products, if necessary, and have clearer direction while creating any new products.

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