Getting to Know Your Prospect Inside and Out
It's time to really get to know your prospect inside and out.
This is an important activity that will truly set you apart from other entrepreneurs.
You'll tap into their deepest needs, wants, problems, hopes and fears using their own language and always have the right product or service for their current situation.
You will become invaluable to them, and they will talk about your business to all of their friends.
But how can you get all of the appropriate information to get to know them so well?
Well, I'll show you a few tricks I have up my sleeve:
- Secret websites that give you insight about your prospects that few others know…
- How to harness social media to find out what they are thinking about right now…
- And the most underused (and totally obvious) method of all…
Prospect Research is one of the most important things you can do for your business.
After all, if you don't know what your prospect wants, how can you possibly sell it to them?
But it goes beyond that – so many entrepreneurs waste their efforts trying to reach whomever with whatever product or service they dream up.
It's truly pointless.
Sure, you will get some sales that way, but like we've talked about in other articles, you're basically throwing mud at a wall to see what sticks.
The smarter, and far more lucrative thing to do is find out exactly what your prospect is looking for. And either create a product or service for that, or gear your current product and services towards that need.
People buy based on emotion, and it is up to you to find out their strongest pains and desires.
It's even better if you uncover the root of your prospect's problem that they don't even realize is the real cause.
That will intrigue them and they will listen to everything you have to say.
And I will show you exactly how to do just that.
Where Your Prospect is “Hanging Out”
Reading blogs, forums and Facebook pages and watching You Tube videos related to their interests. Most likely, they are commenting there, as well.
There really is no better way to find out what people are thinking in their own words than by checking out user-generated content.
YouTube is one of the best places to find original videos created by both customers and your competition.
And one sneaky trick is finding your direct competitors' product launch videos on YouTube and watching them.
Product launch videos and live casts are simply methods to give prospects valuable content before the product is offered.
They will give you valuable insights as to what emotions they are targeting, saving you a lot of work.
The best part? You can find out how effective their marketing and products are from the user comments on those videos.
And last, but certainly not least, Amazon.com is one of the best places to find out what people are saying about products in your field and your competition.
In fact I will be devoting an entire blog post to that topic this month, so stay tuned.
Social Media Savvy
We all know that social media is the wave of the future; everyone is on it and people are willing to share pretty much anything with no regard for privacy whatsoever.
And that couldn't be better news for you as a business owner.
You see, with Facebook, Twitter, Youtube, etc… you can find out what worries people have, in real time.
So if you are a relationship coach, and specifically focus on newlyweds, you can do a twitter search for “newlyweds” or “honeymoon phase” to find out what people are saying right now.
Chances are you will get a lot of happy tweets about those who are just married, but there may be people linking articles on how to make a marriage last.
The point is, you can reposition your marketing to match the overarching themes of what is happening in real life.
If a new study comes out that says that only half of newlyweds will stay together after 5 years, and everyone is sharing that article on Twitter, then you probably should address that issue.
The Most Straightforward Method
One of the best, and simplest ways, to get these answers is to ask your prospects directly.
This doesn't mean that you should conduct a survey; most people hate doing those and you very rarely get honest answers.
You should find a few willing prospects, or even family members, who will take some time to talk to you on the phone or face-to-face and answer a few questions about your business. Make sure the individuals you select are representative of your target market. A lot of people make the mistake of asking opinions of their family and friends who aren’t there target market and can’t provide the necessary insight that you need.
Use targeted questions to get the answers you are looking for. Here are a few examples:
What do they want? What have they tried to get it? How do they feel about it? (pains, emotions, past experiences and even bad choices in the past) What do they see as the cause of their pain, their frustrations? Why do they believe they haven't gotten it, or achieved it yet? What do they believe will be different once they get it?
These are deeply personal questions that, if answered, will give you a profound insight into your customers.
But, regardless of how you get there, these are the questions you want to answer for yourself.
Find out those true pains and hopes that your customers are facing, and be the best possible solution for them.
You will be amazed by how effective your marketing will become and how well your products and services will sell, once you really start practicing Prospect Research.
Even More Where That Came From
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