Understanding your ideal client is such an important part of running a business. Without customers, it’s safe to assume your business won’t succeed. So, the better you know exactly who your ideal customer avatar is the better you can help serve them.
That being said, at the early stages of any business, it can be challenging to fully understand who your ideal customer is. Usually, it will often change and evolve over time too. When I first launched my business, I have to admit I didn’t fully get why I needed to define an ideal client avatar. But over time I’ve realized it’s absolutely essential to business success.
So, if you are just starting out or are in the first few years of your business, here are the 4 most important things to know about your ideal customer avatar:
What is Your Ideal Customer Struggling With?
To be successful in business, you need to have a product or service that fills some sort of need or desire. The more pressing the need, the more urgent the customer is looking to make a purchase. If you can clearly articulate that need better than they can themselves, they’ll see you as an expert and look to you for a solution.
Therefore, understanding what your ideal customer is struggling with is absolutely necessary.
Where are they in their journey and what are their biggest pain points right now? Speak to these pain points & struggles. Give them small wins to help them take one step forward on their journey, whatever that may be.
What Do They Value?
Once you’ve defined the problem and can clearly articulate it, try to understand what your customers value most.
Perhaps they are looking to save time or money. Maybe status or prestige is important to them. They could be looking for security or connection. Having a strong understanding of what your customer values, will help you position your product or service in a way that gives them what they desire the most.
Where Can You Find Your Ideal Customer?
At this point, you’ve
Defined your ideal customer’s problem better than they can.
Discovered what your customer values the most.
Next up, you need to know where to spread your message. If you know where to find your ideal customer, this will help you get your message out to those that need to hear it!
When it comes to finding your customers, there are so many options! Are they online or maybe they’re too busy running their business to care about Instagram & Twitter? Where do they get their information – online publications or the radio on the way to work? Maybe they strictly listen to audiobooks & podcasts. Do they go to events, conferences or trade shows?
Next, make a list of all the possible places your Ideal Customer Avatar may be found. Assess your list and narrow it down, focusing on one or two places at a time. From there, determine how can you get your message out to them in these places.
What Does Your Ideal Customer Fear?
Lastly, what does your ideal customer avatar fear when it comes to their struggle? What will they miss out on if they don’t do business with you?
FOMO (or fear of missing out) is such a motivator in today’s culture. If you can speak to this, you’ll create an urgency to motivate customers to book your service or buy your product. Be sure to include this in your messaging – including the home page of your website.