As an entrepreneur you want to reach as many people as possible within your target audience, but what if you aren't sure who your audience is exactly? Here are 10+ questions you're probably not asking yourself (but should) about your target audience. These questions will help give you more clarity in narrowing down who that mysterious target person is.
1. Is she aware she needs the program, product or service you are offering?
Think about what she would need to know in order to be able to even make the decision to purchase your product. Presumably, your product, program or service offers some sort of improvement or enhancement to your customer's life; otherwise there wouldn't be a need for it. The goal here is to go beyond addressing the surface need, and actually uncover what the "need for the need" is. If she is not already aware that she has a lack of your product in her life, then your message could be falling on deaf ears.
2. If she is already aware of the need for your product, then what is her "why"?
Ask yourself: "What put her in this place of awareness? What previous leaders or educators influenced her to become aware of this need?" Does she only have half the story and needs more education or does she have a complete picture? Ask yourself what the possibilities are for your target customer once she gets ahold of your product. What kind of door does this product open for her?
3. How much does she already know?
How much more education do you need to provide to her or is she misled in certain areas where you may need to re-educate?
4. If your target customer is not already aware of the need for your product, then why not?
Has she been stuck in areas of her life that have not provided the opportunity for this awareness? Is she self-limiting by not believing she is worthy of improvement?
5. What is she looking for?
Figure out what your target customer is unsure of; think about what she has not yet mastered and how you can help her master that area.
6. What is the quickest fix or solution you can provide in order for her to get results?
How can you show up in her life as someone who will not only provide a solution but also show her how to implement the solution so she can get real results? List out what those results are.
7. How long will it take for her to implement your strategies?
Are your strategies and techniques a step-by-step guide, or more of an overall system that takes time to learn, plan and implement? Think about how long it will take your customer to get acquainted with your program, product, or service and how long it will take for her to get through it and start getting results.
8. What feeds her emotionally?
Does she have a purpose and is she currently serving that purpose? Most people want to have a purpose and be in a place where they can enjoy life, being completely fulfilled and serving others. Ask yourself what your customer ultimately desires in life.
9. What holds her back from moving forward with purchasing your product?
Does she see the possibilities available to her? Has she been taught a different way of life, been pre-programmed with different beliefs that are contradictory to what your product offers her? What obstacles will you have to overcome to make sure she is really grasping the benefits of your program?
10. What does she define as success and failure?
Does she see failure in a different way than you do? Does she define success with rigid standards? You need to define what success and failure looks like for her so she will know how your product takes her to the next level and enhances her life. What must she know about a successful result with your program and how will that change her life?
To help you answer the above questions, you can download the supplemental Target Audience Worksheet planner here.