Identifying your ideal representation of your customers and buyers is the foundation of any business. Having this deep understanding of your average customer is crucial to generating marketing efforts that appeal to them, knowing how to attract them and ultimately buy your product or service and build a long term relationship with them.
So yes, having a detailed laid out map of your ideal buyer is extremely important to your business and you’re probably wondering how to make one and where to get started. Good news is, they aren’t too difficult to create and before you know it you’ll be able to spot and attract your ideal buyer in no time.
One of the first steps in determining your ideal buyer is to research. Look through your contact database, previous customers both good and bad, leads and prospects and see if you can find any trends. You’re going to want to look for demographic trends, behaviour trends, and any background information you can find.
Another great idea is to interview some of these candidates and get a more detailed view of who they are. An important thing to note when interviewing to determine your ideal buyer is always ask “WHY”. When an interviewee answers, follow up with a why to really determine some of their core feelings, behaviours and thoughts. For a thorough and even result, interviewing 3-5 people from each category will help you get the best detailed description of your ideal buyer.
Here is a list of some of the important pieces of information you will want to know to determine your ideal buyer:
- Personal demographics if appropriate: age, income, marriage status, education, etc.
- Hobbies, interests, what they like to do in their spare time?
- What are some of their goals and challenges in life?
- What are their shopping preferences? Online? In-store?
- Do they research about products / services before making a decision?
If you have a business website and have any forms, make sure to include fields that are important for your customers to fill out so you can gather the information, and start creating ideal customer profiles. For example, you could ask what type of industry they work in, or what are some of their preferred methods of communication and make it a required field to be filled in.
Another great way to find out and determine your ideal buyer is to talk to your sales team. Your sales team are the ones interacting with your customers, leads, and potential buyers on a day to day basis and will be able to help you narrow down and generalize your ideal buyer.