Step 2: How to Identify Your Target Audience

Step 2: Identify Your Target Audience

Once you've settled on a potential niche or two, the next step is to validate it to see if there is a real need for your product or service.

In other words, are people truly willing to buy what you have to offer?

One of the best ways to determine if people are willing to buy from you is to ask them directly.  You can do this in two ways.

  1. Surveys
  2. 1-on-1 interviews

By surveying your target audience, you'll quickly find out if you're on the right track or not.  When you're starting out from scratch and you have no people to survey, then it might be best to speak to 5-10 people that you know.

Ask them what their biggest fears, frustrations, challenges and hopes are to see if there is an emotional need for a solution.  For example, if you all of the people that you speak to are women who have a problem maintaining the weight loss, then it may be possible for you to create a program or nutrition and exercise plan to help them maintain the weight.

The key is to dig deep into their fears, frustrations, challenges and goals.  Find out what's really bothering them and the conversation that's going on in their head.  Write down the exact words they use to describe their situation ("I'm so stressed out from work and my relationship that I turn to fast food every time I feel the stress")  The more you can articulate the problem or challenges they are having in words, the more likely you'll be able to create a solution that will help them with it.

It's important to note that no matter what you sell -- physical or digital products or services -- there must be a pain point with your prospective customers.  If the emotional need is not there, then it's unlikely that when it comes to buy something they will, especially if it's a highly pricing product or service.  The higher the price, the more emotion there needs to be around it.

If you can articulate your customers problems better than they can, then they will assume you are the expert on the topic and will likely buy from you.  So this is why it's important to note all the details from your conversations so that you can craft your marketing messages, and solutions around that particular pain.  The more you are able to get into their head space, the higher likelihood of creating a successful and profitable product.

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