People buy what they want, not what they need. Find your target audience’s wants and fill it
Here is standard advice to new marketers. People buy what they want, not what they need. They buy with emotion and justify the purchase with logic. That is why find your target audience’s wants and fill it.
For example, no one needs the most expensive car. The cheapest car can get people where they want to go. But people want high-end vehicles and pay for them because they symbolize their lifestyle and standard. They justify the purchase with some additional features that cars offer as more airbags, for example.
So you have to find their needs and wants and to fill them. Do surveys on the net and social media or haunt forums to discover these needs and wants. It’s a fundamental step, and it will get the job done to a certain degree.
But if you want to scale your business, you have to upgrade your product research and product creation methods. According to Steve Blank, you’ll need to focus on Customer Development.
It goes like this:
Customer Discovery
Customer discovery aims to find the customers for your product and whether the problem you are solving is crucial for them.
Customer Validation
Customer validation proves that you have sold your product to some customers and that there is a market for it. The goal of Customer Validation is to create a repeatable sales map for marketing and sales teams.
Customer Creation
Customer creation aims to create end-user demand and drive that demand into the company’s sales channel.
Company Building
In this step, the company transitions from an informal, learning, and discovery-oriented customer development team into formal Sales, marketing, and business development departments.
While each step has specific goals, the process has one goal: to provide scalable and profitable business for the company.
And everything starts with who your customer is and how significant is the desire you solve for them with your product.
Understanding your customer’s wants and problems is that first step. After that, set the stage for the other steps and your long-term success. And it’s also the step where most business owners get wrong. As a result, they don’t focus on marketing.
Marketing your product is the most crucial stage. Yes, your product solves your target’s audience wishes, but you need to know how to present them to your customers.
So in this week’s training, we will start with people’s desires are and how to market your product to your target audience.
That is means you need to find your target audience. First, you need to find who your target audience is and your target audience’s deepest desire. The next step will be to present how your product will satisfy that desire now, not in the future.
One of the biggest secrets to promoting something or writing a good copy is that people only care about today’s effects.
They care less about future or past events.
But, on the other hand, they are concerned about the political situation, inflation, their standard.
So if prices are going up because of inflation, they are concerned, frustrated, and worried….
If the firms are closed because of the wrong government policy, they notice it.
They care about their health, and that is why they follow all coronavirus updates.
They worry about unemployment and are concerned about their jobs.
This is why it’s nearly impossible to convince people to focus on the national debt or new electricity power.
Those are “future” issues.
And people don’t care about future issues.
They’re just trying to deal with the current problems, struggles, and frustrations.
They buy products or services, read articles, buy books, visit experts to solve their problems NOW!
Let us find your target audience and their current wants.