What if getting to know your ideal customer, as well as you know your best friend, could save you time and precious marketing dollars and help you get more sales? Often in the rush to jump on the next “big thing” … like how to use Snapchat or build a following on a new platform … we can overlook a simple strategy that will pay dividends for the long term. So what is the strategy exactly?
How to Save Yourself Time and Get More Customers and Sales
Your strategy is to take the time to research and create an “audience avatar” … because when you can see the world through their eyes you’ll be able to create an offer they’ll find irresistible .. which of course will get you more customers and more sales.
What’s an audience avatar? It’s a summary of your ideal client that shows you know as much about them (or almost as much) as you know about your best friend. Your avatar summary embodies all of the traits and characteristics of the person you’d love to serve.
Once you’ve written your audience avatar life will become so much easier because this one summary document will become the foundation of everything you do. It will make writing your content, creating your product or service offerings and writing emails to your clients a breeze. Huzzah! Lots of time saved!
It will also give everything you put on offer direction and purpose. Because you know your audience so well you’ll be able to appeal to their needs and give them exactly what they want … so they will buy for you. Huzzah – lots more customers!
How to Create an Audience Avatar
So here’s how easy it is – read on to discover how to create an avatar in 3 easy steps:
1.Create a Comprehensive Picture of Your Audience
Do you know all the different facets of your audience or do you rely on a general outline?
Assuming you know your audience is a mistake commonly made by business owners. It’s like the age old saying goes – don’t judge a book by its cover. Understanding is more than just knowing the average age and gender of your customers. Research can help you uncover broader information.
There are many great ways to conduct your own audience research. To discover how you can refer to last week’s blog post.
2.Speak Your Audience’s Language
When you have found and established your audience you can gather more specific material about them and their feelings. Having a list can be one of your businesses greatest assets, so use it to your advantage to find your audience avatar.
So how can you go about this?
The short answer is by asking your customers questions. See my post on how to run an audience survey here.The long answer is by capturing and reflecting on what you learn. It’s crucial that you record what you learn and that you keep it all in one place. This can be done by creating a spreadsheet that I call the Audience Insights Snapshot. In this document you should take note of what people are:
- Saying about your offer – note any key words and phrases
- Voicing as their major concerns
- Looking for/their desired solutions
Once you have analysed your audience insights, you will have a more intimate understanding of what your audience is thinking. The end goal is to know the conversations they are having in their head and knowing their thoughts, desires, and concerns even before they do.
Your avatar will help you to prepare and tailor all of your communication to your audience – be it your website, a blog post, a sales letter, a course, or presentation.
To find your avatar download our free cheat sheet on How to Create Your Audience Avatar.
3.Create Your Avatar Story
Once you have identified your audience avatar and have taken time to speak with customers you will be ready to create an avatar story.
Creating a compelling avatar story will require you to step into the shoes of your customer and recognise what they are thinking and feeling and most of all – what is bothering them. Armed with this knowledge you can help them with that itch that they can’t scratch for themselves.
The story you write needs to be much more than just a list of character attributes. It needs to give a soul to your avatar by voicing their fears and concerns and deepest desires.
Free Cheat Sheet to Help You
To get started on your avatar story please click here for a step-by-step guide.
Once you know your avatar’s story you will be able to connect with your audience on a deeper, emotional level. You can then create an offer that solves their issues and takes away their fears. Once you have this, you are sure to get more sales.
Until next time, take care and lots of inspired action!