How To Find Customers Who Relish In Buying From You
The best kept secret to getting those customers who are yearning for what it is you create? Put yourself in their shoes. Of all the possible groups of people you know you can sell to who is it you most love? This customer is the one that thinks you can do no wrong, they trust your vision and want to be a part of your journey, and not only do they buy they are walking advertisers of your work. Wouldn’t it be great if you could just have a daily line up of this customer? You can. And I will tell you how–by walking in their shoes.
When you seek out customers who are just like you (or pretty similar) then you have the greatest gift in marketing–understanding. You understand what drives them and I am not talking about why they buy, or how they shop. I am talking about what problems they desperately want solved and their most captivating desires no matter how silly they might appear. Think about it–when was the last time you bought something solely because it was “handmade”, “local”, or “had a cool feature?” I bet you bought that something because it made you feel good about yourself, it took away some ache, or that cool feature made you feel at ease.
Share in all the pain your customers carry with them and then share back with them how what you do takes all that pain away. Even if these pains seem light-hearted to us, because to the consumer this is what compels them to bring things into their life.
To help you understand what makes your customers tick and how you will have them lining up at the door, answer these questions. Then begin using what you discover when you talk about what you do, write it into your website copy, put it in a thank you card, or say it with a photograph.
What do you and your ideal customer have in common and how can you relate?
Write out all the commonalities that you and your ideal customer have in common. Begin with things like where you live and what you read, then dig up fears they have and what they really want.
List their 5 most insistent needs
Be obvious with these. For example, in my work one of my client’s most insistent needs is consistency such as consistent traffic, sales, and growth. Why? Because this needs brings peace of mind, something they desire. Which moves me into the next question.
List their 5 most captivating desires
No matter how silly, what does your most ideal customer desire? I mentioned above that my clients desire peace of mind–they also desire things like visibility and profit. Your customer’s needs and desires will cross over–this is good because when you lead with them you will connect validate, and put yourself in a prime position for selling.
You are that much closer to being your customer’s desire!
Check out all of Andrea’s article HERE.
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