Do These 7 Things to See More Sales [Part 1]
In order to get inside your prospects’ heads, you need to know as much as possible about them.
1. To Understand Your Target Market, Become One of Them.
In other words, do the things your target market does, which will help you understand their problems and motivations.
For example, if they are bodybuilders, then take up bodybuilding for at least a few weeks.
2. “Eavesdrop” on Their Conversations.
Spend some time reading or listening to the conversations people are having in your market.
A good way to do this is to join niche-relevant forums, Facebook groups and other online communities.
You can also join offline groups. For example, if you’re catering to gardeners, then read online gardening discussions, plus join an offline gardening groups.
3. Study Product Reviews.
A good place to do this is on Amazon.com. It will give you a good idea of what your market wants and what frustrates then about the current solutions.
4. Invest Time Digging Deeper in Your Market Research.
Go to Google and research your market. Sometimes you may find that the government, a university or even an industry leader has compiled information about the market.
For example, if you run a search for “dog owner market research,” you’ll find data compiled by groups such as the American Veterinary Medical Association and others.
5. Interact With Your Market.
Instead of just eavesdropping on your market as mentioned earlier, the key here is to start talking to your market within online communities as well as offline.
- Ask questions.
- Ask follow up questions.
- Ask MORE questions.
- Ask the RIGHT questions*
Get a good feel as to what’s important to people in your niche.
6. Survey Your Market Formally.
Another way to learn more about your market is by having them fill out a survey. Just be sure that you don’t skew the answers by asking leading questions. You may consider asking open-ended questions (rather than multiple choice) so that you don’t force answers into narrowly defined categories.
TIP: You can use a tool like www.surveymonkey.com to create your survey. Then distribute the link to your own visitors and subscribers, as well as on niche forums, Facebook groups, and blogs. Be sure to ask permission first if you don’t own the platform.
7. Create a Customer Profile.
Once you know as much as possible about your target market, then write down everything you know about them.
- Where they live.
- Education level.
- What solutions they use for these problems.
- Their perceived shortcomings with these solutions.
- What motivates them.
And so on. Basically, list every demographic and characteristic you know about your ideal prospect.
NOTE: Never ‘assume’ that you know what someone is thinking, feeling or planning. Never think you know all the answers. Always be open to others telling you what they really want.
These things might not be ‘sexy’ or exciting.
But they are 100% essential if you seriously intend to see more sales.
* I Strongly suggest that you immediately grab a copy of Noah St John’s The Book of Afformations [Available on Amazon]. It will absolutely transform the way that you ask questions forever.
In Part 2, we’ll look at how to use this information to really connect with people in such as way as to build the “know, like and trust” factor.
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