Recent Posts
- Start Small Win Big Wk 5 Action Plan
Your Week 5 Action Plan
For Week 5 (Feb. 20), read the March 2012 issue for Step 5: Know Who You’re Targeting. Then check your inbox for the Feb. 20 Start Small Win Big newsletter.
This week’s assignment is about knowing your clients.
Think about facts about your product or service that might influence your potential customers. From these facts, write down a description of someone who could potentially buy your product. For example, if you sell your gourmet cookies in health food stores only and they sell for a higher price point than standard cookies, someone who could potentially purchase them must be a patron of health food stores and have disposable income to spend on healthy food options.
Next, get out there and do a little research to narrow your potential customer base even further. Johnson suggests studying existing clients.
- Look for themes or patterns among your existing customers, such as occupation, age, marital status, parental status, location and hobbies.
- Talk to customers. If you meet them face to face, chat with them before and after a sale. If not, create an online survey (search for survey creation tools online—they’re simpler than you think). Or pick up the phone and call, but remember not to pitch them. This is a research mission only. Offer a random drawing to encourage participation.
Once you’ve got a clear picture of who’s buying your product or service, you can brainstorm ideas for reaching them.
- Where do they hang out during the week or on weekends?
- What clubs, organizations or online communities do they belong to?
- Where are they hearing about your competitors’ offerings?
Knowing as much as you can about your client base allows you to market to your niche.
COMMENT below with your answers and find inspiration from others.
Posts from Darren Hardy's Blog
- Make Love Everyday
- Yes WE Can!
- Is Wolf Blitzer Hurting America?
- “Get back on board, dammit!”
- The One Barrier to Your Success
From the Editors
- Things My Dad Taught Me
My dad is on my mind again. The last three nights, I’ve had dreams about him. One night, I was Karate-chopping my stepmother. Another night, I ran into his arms sobbing. The third I have a hard time remembering, but I understand why my dad’s been on my mind. His birthday is coming up on February 9 and he would be in his 60s.
Getting old was never something my dad wanted to do. In fact, my dad would often tell my mother that the men in his family don’t live past 50. He died when Continue…
More From From the Editors
- What’s the Most Precious Resource You Waste?
Wednesday, November 9, 2011 14:39 - 11 Comments - Shed Your Uniform and Show Some Personality
Friday, October 28, 2011 11:28 - 5 Comments - If Art Imitates Life, How Does Life Inspire You?
Thursday, October 27, 2011 14:32 - 0 Comments
SUCCESS Video+Audio
- SUCCESS Book Summaries: The Art of Closing the Sale
- Mythbusters: Classic Moments
- Mythbusters: Bullet vs. Frying Pan
- Seth Godin: Differentiating Your Customers
- John C. Maxwell Defines Leadership
Newest Posts by Our Experts
- Tory Johnson
Tory Johnson: What Exactly Do You Do? - Tory Johnson
Start Small Win Big Wk 5 Action Plan - Tory Johnson
Start Small, Win Big: Your Wk 4 Action Plan - Tory Johnson
Tory Johnson: Are You More Madonna or Gaga? - Tory Johnson
Start Small, Win Big: Your Wk 3 Action Plan