Whether you are an entrepreneur, writer, or anyone looking to improve your sales, you must understand your audience. If you don’t, you will lose sales and opportunities to grow quickly. However, using the right techniques grounded in real results can boost your bottom line. Here’s how knowing your audience affects sales:
Knowing the stats of your target market, such as the total audience size is one of the crucial elements of online sales and marketing today. Luckily, there are a number of tools that you can use to gauge the size you’re looking at. For example, Google Trends is absolutely free. It allows you to enter in a search term and see if it is rising, falling, or leveling off in terms of trends.
What do you deem more profitable: guessing what people want or asking them? Of course, the second option is better. And the thing is that in today’s world, you don’t need millions of dollars of investment to find out what your audience wants.
Tools like social media polls and email surveys let you connect directly with prospects. Asking simple questions like “which color do you prefer” and “which features would you like to see in our software” can pay huge dividends. You’ll be soaring high while your competitors wonder why they can’t keep up with your apparent ability to read the minds of your customers.
There are at least five main objections or complaints you will hear during the sales cycle. Typically this includes pricing, quality, or some other aspect of a business or brand.
While there are universal issues you need to overcome with any audience, you can get a head start by being smart about how you research your market. For example, if your product or service is already sold online, you can do some review snooping. This involves seeing what kinds of negative reviews your competitors’ products are getting. For example, if you sell cat food, you might notice that customers don’t like the leading brand due to their cats making a mess when eating it. Therefore, you can use this to your advantage by advertising “no mess” in your version of the cat food.
Obviously, cat food is just one product example. The reality is that when you understand objections, you can overcome them in the sales process. But if you research them beforehand, you can eliminate them altogether, leading to happier sales staff and more profit for your brand.
Demographics are the different kinds of attributes people have: age, sex, and race are one example. Of course, other parts of demographics like income will have an effect on who your audience is. If you know you’re speaking to, you can adjust your sales message to be specifically geared toward that type of customer.
Follow Up Opportunities
Follow up is the king of all sales. That is because most people aren’t going to actually make a purchase the first time they hear or see your product. You have to follow-up with them and build a relationship for the real sales to begin. When you do, you build rabid fans that will tell their friends about you in turn.
The best email marketing strategies often employ follow-up sequences. These are a series of emails that are dripped out over several weeks and months. Of course, they are designed to eventually sell a product or a promotion you have going on. If it’s going to be effective, however, you need more than the hottest new email software. You need a solid understanding of your target market’s motivations.
Your business’ success depends on your ability to know your market. When you understand who you’re targeting, you can craft compelling copy and other messaging directly to them. You might repel the general market, but you’ll attract your core customers better than ever before.