Hi there Michel,
In the last report I emailed you, I covered 'Niche Selection & Evaluation', 'Identifying Unique Angles', and 'Running Small Market Tests' to uncover hidden opportunities before SCALING them up....
(If you missed the report, I'm including links to it at the bottom of this email).
Today, I'm sharing Part 1 of my next report:
'Identify Your Ideal Customer Demographic and Use Emotional Triggers to Sell More'
Look, it doesn't matter what the heck you're trying to sell, or what niche you operate in, or how you get your traffic...
You HAVE to understand your target customer/demographic and master the art of emotional appeal if you want to make serious cashflow!
Infact, this allows you to maximize the conversions from your traffic and even use paidtraffic successfully...which is the key to scaling up your business quickly.
Alright, so lets get started with Part 1: Identify Your Ideal Customer Demographic and Use Emotional Triggers to Sell More
Effective salesmarketing is all about understanding the specifics of both your niche and your audience. People want to feel emotionally-connected to brands.
So, niche demographics are important when trying to identify emotional triggers.
Coming up with the right message will entirely depend on knowing your audience. Personalization has become more important than ever since people are literally bombarded with hundreds of messages on a daily basis.
The problems and the goals of people who belong to certain age groups, live in certain parts of the country or have one occupation or another will be incredibly different. You can’t address an audience of young parents that are starting a family right now in the way you’re going to address baby boomers.
Differences stem from the gender of your audience, their accomplishments in life and where these people see themselves in five or 10 years from now.
So, the first and most logical step involves understanding the demographic profile of your audience.
Anyone who’s interested in becoming an affiliate can rely on tons of data to determine the right niche to target. Here’s how it works. Each vendor on ClickBank has a presentation and a couple of points that refer to the audience’s problems and desires. This information can be used to figure out the specifics of the audience and how to address it in future campaigns.
The testimonials included on the vendor’s page can also shed some light on the characteristics of the people that are interested. Are they younger or older? Where do these people live? How do they define the problem and the solution? Pay attention to these bits of information. Going through the data will help you understand both the product and the individuals that will eventually take an interest in it.
Here’s a simple example – take a look at a product that’s designed to help men get their ex back. Obviously, the target is predominantly male. These men are usually younger and confused. They want to have a relationship but they don’t know how to build it. These men are in a really emotional, confused state and they’re passionate about being in an exciting and loving situation. You already have tons of data about the target demographic that you can use when crafting a marketingcampaign.
If you want to get even more data, you can run the URL of the ClickBank product’s website through Alexa or Quantcast. You’ll be accomplishing several things by doing this. For a start, you’ll figure out how many people visit the site and whether the product is popular. In addition, Alexa (or Quantcast & SimilarWeb) will give you a lot of demographic information about the audience of websites that have a high volume of visitors. You’ll easily get access to information about:
- The age groups that most audience members belong to
- Whether the people visiting the website have children
- What their education level is
- Where these people are browsing from
Another great source for Demographics research is the Facebook Audience Insight Tool (simply enter an 'interest' or keyword to see tons of data)
In the above-mentioned example, we get Alexa confirmation that the audience of the website is predominantly male, these people are educated and they browse from home. Men from two countries form the biggest group of visitors – American and Indian men. Can you see how about five minutes of research can give you all of the information that you need to make your marketingcampaign relevant?
Looking at All of the Niche Research Fine Details
I’ve already taken you through the basics of doing niche research but there’s a whole lot more you can discover about the target audience.
Information about the potential audience can be obtained through the use of various online channels. Some of the most popular websites to examine include:
- Facebook and more specifically, Facebook groups
- Twitter and its trending topics
- Niche forums and communities about the topic of preference
- Websites like Yahoo Answers
- Amazon (more specifically, the customer reviews about products in the niche)
Go through many of the posts and the questions that people ask. This information can help you pinpoint some of the problems that these people are struggling with, what they’re passionate about and what goals they have. Take notes of all information, even if something doesn’t seem to be particularly important in the very beginning.
You should be capable of identifying multiple problems, questions and concerns within the niche that you’re interested in. such practical information will be ideal for choosing the right affiliateprograms to join or even creating your own product that corresponds to the audience’s preferences.
The best problems and issues to address are obviously the ones that affect the biggest number of people.
What is a Customer Avatar?
You have your niche, you have your audience and some of its demographic features. What’s next? Well, the answer is simple – you have to do personalization and use it to build trust with your target audience. Through the answer is simple, accomplishing those goals is most definitely not a basic task.
A customer avatar is a great tool that every marketer and entrepreneur should be familiar with. Creating an avatar will require some hard work but the payoff will most definitely justify the efforts.
So, to get started, let us first take a look at what a customer avatar is.
The customer avatar, as the name suggests, represents your “ideal” client. You’re using it to represent the client’s character and the demographic characteristics that you’ve already identified through the previous parts of the research process.
This is a representation of your prospect. This representation is complex. It focuses on emotions, socio-economic factors and preferences. The richer your avatar is, the higher your chances of turning prospects into customers through marketing become.
In the example that we’ve already used, I identified the person looking for a way to get their ex back as a man who’s probably in his 30s. This man has college education and a stable income. He lives in a big city and he’s passionate about finding the ideal partner.
After briefly outlining the characteristics of the ideal prospect, it’s time to give the avatar a name. This name will make the “person” feel more genuine, thus enabling the marketer to imagine what it would be like to communicate with that prospect.
So, his name is Thomas and he lives in New York City.
Next, we’ll need to figure out why Thomas isn’t capable of finding the ideal partner. The research done previously and described in the second section of this guide can shed some light.
Chances are that Thomas isn’t capable of finding a partner or keeping one longterm because:
- He dedicates too much time to his job
- He meets the opposite gender in the wrong places (like the club)
- He’s afraid of emotional commitment
- Emotional baggage from previous relationships is keeping him from opening up
- Thomas is insecure. His peers already have stable relationships, they’re getting married and having kids.
So, his inability to keep a relationship is affecting his social life and his self-confidence. Chances are that a college reunion is coming up and Thomas doesn’t want to go alone. He’s desperate to get his ex back and get his life on the right track.
We already have a very deep understanding of Thomas, his emotions and the problems that he’s dealing with. The problem that he has isn’t isolated. It’s affecting many other aspects of life. This is the main reason why Thomas is eager to find a solution...
And knowing his deepest fears, insecurities and motivations will be KEY in crafting salesmessages that connect with him at a deep level.
Alright, so the above was Part 1 of Identify Your Ideal Customer Demographic and Use Emotional Triggers to Sell More
In Part 2 of this report, arriving tomorrow, I'll cover the '6 Emotional Buttons' that you can use to create a high converting marketingcampaign.
These 6 emotional buttons are the ultimate influencers...they are proven to powerfully motivate purchase behavior.
Keep an eye out for tomorrow's email!
Until then, may the power of influence be with you 🙂
Hanif 'your right hand man' Quentino
P.S. - Here are the links to the previous report I emailed last week: