Do You Really Know Your Prospect?
Friday, March 14th, 2008By Lisa Packer Id like to introduce you to someone. I dont actually know his name, but Im hoping you do. Im hoping you know quite a bit about him. Hes your target customer the person most likely to buy what you have to offer. He is the person responsible for your paycheck. He pays your rent and feeds your kids. Or at least, he will, once you convince him to buy from you. But to convince him, you have to know him. Intimately. I know, I know this is elementary stuff. Marketing 101. But youd be amazed how many people are in business without a clue about who theyre selling to. Even if you have a pretty good idea about what makes Mr. Prospect tick, you could stand to learn more. Because the better you know him, the better you know how to sell to him. Dig deep. Get way down into his psyche. What are his core beliefs? What are his fears? What keeps him awake at night? What kind of person does he really want to be? (That one is actually far more important than who he actually is. Can your product or service help him be that person?) Do you know what Mr. Prospect does with his spare time? If hes online, what newsletters does he subscribe to, or what forums does he hang out in? Once you know him better than his own spouse, you know how to speak to him. You know precisely what benefits to stress, what emotional buttons to push. And you know where to find him when youre ready to do it. Lets say Mr. Prospect is a middle aged male who works in corporate middle-management. But you dig deep, and find out that hes also typically a political junkie. You could use that knowledge to advertise in Time or Newsweek. But youre not satisfied, so you dig even deeper and find out that Mr. P is left-leaning in his politics, and has a passion for environmentalism. His greatest fear is that the planet wont be in good shape for his grandchildren. Now, you can focus on Mr. P like a laser. Skip Time and Newsweek and advertise in Mother Earth News. Send him sales letters on recycled paper, and find a way to connect your product or service to a healthy planet. Now youre pushing his buttons, and Mr. Prospect becomes Mr. Customer. It takes time, effort, and research. But once you really know your target, hitting him where it counts is that much easier. Does your marketing forge an emotional connection with your prospects? It can. Lisa Packer, author of “The Power Of Emotion: 6 Triggers That Turn Prospects Into Customers,” specializes in copy that does just that. Visit http://www.lisapacker.com today and discover how you can connect emotionally with your prospects and explode response! Article Source: http://EzineArticles.com/?expert=Lisa_Packer http://EzineArticles.com/?Do-You-Really-Know-Your-Prospect?&id=46565 rebates for ambien www ambien com zolpidem ambien drug screen cheapest zolpidem titrate