Once you have chosen a Single Target Market to focus on, you need to find ways of addressing that market.

In any market there will be a spectrum of customers- At one end you will have people who are reactive, they are in pain and they need a solution now. At the other end of the spectrum you will have people who are progressive and proactive and want to take measures before a problem occurs. And in between are people at various degrees between getting into pain and getting to become progressive after observing something.

Generally its a good idea to target the people who are in pain first, because they can give an order immediately. Immediately is a relative term – depending on the sales cycle of what you are selling. If you were caught in a hurricane or cyclone and your roof has blown away, then you need to get the roof fixed immediately as in yesterday. On the other hand if you are in B2B , immediately could mean a roll out in 3 months.

But how do you identify someone who is in pain in your market. Most people who want an instantaneous answer would always search on Google. So if you can advertise on Google with the exact same terms that the customer would think when in pain, then they could come on top of Google search and get business.

As I had in my post yesterday however, you have got someone to raise their hand by clicking on the link but if you don’t capture their email address, that advertisement will go waste the person visits your website without giving their email. You need to figure out a way to address this.

Similarly for the other end of the spectrum – the progressive or proactive folks. They will also go on Google or in case of B2B, they will ask their subordinates to find out things. Those subordinates will also first go to Google. So what will they those folks think when they have to do some thing proactive in their category. Again put out the paid advertisements with respect to that.

But first focus on the people in pain, because you can get business faster. Once you delight the customer, then you can do even more business with referrals and other things.

Till next time then.

Carpe Diem!!!