Want to land more customers?

Ask these questions....
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...to get to know them.

Here's how:

Meet your ideal customer in your mind. Think about them. Picture them.

One person. Just one.

What makes them more real? Demographics.

What's their:

- Name?
- Gender?
- Age?
- Nationality?
- Education?
- Occupation?
- Income?
- Relationship?
- Kids?

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Alright. Basics covered. Now you have an image.

But you want to know more.

Why?

Because you want to know why they do what they do. So you can tailor your offer to it. Or your pricing. Or your copy....

How?

Answer these:

- What causes them to address their problem as opposed to people who don’t?
- What causes them to actively search for solutions like yours as opposed to people who don’t?
- Which personal outcomes do they expect from using or engaging with your offer? 
- What causes them to believe that your offer might not be their best option?
- Which aspects of competing offers might affect their decision?

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Oh, and while you're at it:

- Which media outlets – websites, blogs, social media – do they prefer to get their information from?
- Who are the people that have the most influence on their decisions?
- What competitor brands are their industry friends using ? And why?
- What substitutes are their industry friends using? And why?

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Learn a little more about their emotions? Certainly:

- What exactly is it that makes them happy at the end of the day?
- What are they afraid of? Or frustrated with? 
- What obstacles do they need to overcome?

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Now that we know so much about them, how about letting them speak for themselves? Quote them.

- What would they say when they're telling an industry friend what they're is looking for?
- What would they say when they're complaining about alternatives and substitutes?

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Dig a little deeper into their behavior? Good idea!

Here's a bonus tip: Google "Big5 personality test" and take test on their behalf. That's a simple way to find out how they tick.

The results will help you word your message, or decide on certain aspects of your brand identity (eg. colors, typeface, imagery, etc).

Done (for now).
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Do you HAVE to do all that? No, of course not.

You can also go to a random website and send a random message to a random prospect.

But if you want to

- land more customers
- improve open rates
- generate conversions

aka sell more of your thing, it's a good idea to get to know your ideal customer a little better.

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Want some help with that?

I'm Christoph. I run Otherstate.com where I help founders carve out their ideal customer and 10 more precise building blocks for their marketing communications.

We turn a simple chat into a super-detailed go-to-market plan and strategy to launch, pitch, and clearly communicate your startup. In 5 days.

Got a question? Shoot me a DM.