Get Into Your Prospects Shoes
I'm writing this because of how badly I needed to read it and follow it religiously 12 years ago, and how much I need it now. I bet you do too.
A powerful consultant and writer in Melbourne lists the 10 actions we need to take to stand in our customers shoes. Her post is here http://thestoryoftelling.com/1....
The first rule in her list is:
1. Spend time where your customers are, both online and offline.
This is the most important, and essential rule, and many of her other rules expand on it. I will too. In fact I'm convinced that if you REALLY want to know your prospects and understand how to address their needs, you must:
- Find where they drink and drink with them,
- Find where they work out and exercise with them,
- Find what they love and throw yourself into it,
- Catch them messing up and help clean up with them, and
- Find a passion that you share with them and fully embrace it.
Surveys are great tools, and split testing is a HUGE advantage, but none of these methods will equip us to compete with the business owner that has truly become a target prospect of her or his own business, unless we do the same, or better.
Thanks for reading my thoughts. What do YOU think?
Steve
Recent Comments
14
Great post. I am putting together an improvement plan today for work (9 to 5) and these are many of the points I am trying to make. Jay
Thanks for this information,
it is good to see through one's customers eyes to meet their needs.
Absolutely, Juliet - seeing through their eyes is ideal. The old advice to storekeepers is great "...go out in the street and look at your store. Try to BE the customer as you walk in the door" if you can do that with authenticity, you've pretty much won the business game.
Important first step even before we create our website. Wish I would have put more thought into it...but it's never too late to adjust.
Debbie
You're in good company, Debbie. There are not many of us that know all we need to about our prospects. I've been dealing with mine for over a decade, and I've still a long way to go. At least I know it's important, and I keep taking notes...
Step 1 is knowing that you don't already know them, and deciding to change that. The rest is just keeping at it.
Steve
This is exactly what I am struggling with right now. I currently have very little to no traffic so doing a survey on my site will not work. I have been trying to get a sense of clients needs by looking at other sites, but that is going pretty slow.
Without already having some customers how do you figure out your buyer personas?
That's the challenge, Frank. I think you have to find out where they hang out. Obviously, if your niche has pronounced hermit tendencies (like yours and mine) this requires some ingenuity or a lot of kevlar :-(
I think you are on the right track by looking at other sites that cater to your prospects, and seem to be successful. I think Google groups, facebook groups and yahoo groups are also worth checking out. In the case of old-school loners, forums and old BBS's might be worth checking as well (good luck with that - I don't know where to look...)
If all else fails, facebook has some ways to target people with very specific interests and demographics, and that might open new doors. The most powerful tools facebook offers can be costly, but there are some that may be cheap or free.
Bottom line is, until you feel confident that you know what it feels like to stand in their shoes and look at your content, you're not likely to hit the mark. This is not easy, but without it, other stuff isn't really going to work; it will seem great for a while, but if it succeeds, it will do so with some other niche, if you don't understand the one you're targeting.
Cheers,
Steve
I started looking at the social sites over the last few days. Facebook is probably going to be the best place for now. I have to look into the tools they have. Of course, the cost might become an issue, but I hoping it will not be too expensive.
I would suggest starting with facebook groups - free to join. There are a ton that relate to your niche, but start with these:
Doomsday prep-
https://www.facebook.com/groups/371038366245614/
Homesteading-
https://www.facebook.com/groups/homesteading1/
Between them there are hundreds of thousands of members, and I expect most are in your niche. If you join and start a conversation it might lead somewhere productive... Not much to lose in trying.
If you don't know your customer, you cannot speak to them and if you cannot speak to them you cannot help them. If you cannot help them then you cannot help yourself.
With Grace and Gratitude
Karen
We are in full agreement Karen. I would add, you don't know where your customer is coming from, unless you go there. and If you don't know where your customer is coming from, you can't know your customer.
Cheers,
Steve
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You are right.
Thanks for the reminder.