Creating Your Customer Avatar & How To Market To Them

You may or may not have been in marketing for awhile now, but one of your first steps in marketing (especially online marketing) is to create your ideal customer avatar. If you’ve ever been asked “What’s your niche?” or “What is your target market?” and you don’t have a clue or worse, you’ve only got a general idea, then read on!!

Without defining your audience your marketing will become too generic and you will not be attracting the right type of people to you for your offer. Many marketers think that when they are targeting “network marketers” or “stay at home moms” or even “people who want to lose weight” that that is it; that’s their avatar. In reality that’s not really your ideal customer because you’re not going any deeper than the generic title. Your true customer is more specific and is much more….



But What Exactly Is An Avatar?

Simply put- it’s detailed profile of your targeted customer for your particular product, service or even your opportunity. It has a name, you can visual it and it has characteristics. Now keep in mind, it’s not one real specific person, but has the characteristics of many people.

The more specific you get about your avatar the better you will be able to market and sell them.  You will own that niche and become the “go to” person. Your marketing message will work much better because you’ve found your customer and not just targeting everyone. (I’m sure you’ve heard “If you’re targeting everyone, then you’re targeting no-one, right?!) Your customer will be attracted to you because you’re speaking their language and you understand them.

 



How To Create Your Ideal Customer Avatar

Now that you have an understanding of what an “avatar” is in the marketing world, let’s help you actually create your own perfect client!

First to figure out who your prospects are, think about who you want to work with,  who you can relate to the most, and who would want or need your product/service or opportunity. Keep in mind you can create different avatars for your product/service and a different one for your opportunity. As many offers you have, the more avatars you may potentially want to make. Those first couple of questions will be the frame work to start your avatar creation, and the next questions are to dig even deeper to get towards a very specific and detailed person with the characteristics you are looking for.

Okay, now for the more specific questions to really get to know your customer. Start with these here:

  1. What is their age? Some people think anyone from 40-60 is an age, but remember you WANT to be specific, so don’t be afraid to say your customer is 33, for example. If I asked you how old you were, would you tell me you’re anywhere between 20-30? No, of course not, so your avatar should also have an age!
  2. Are they male or female? Just like age, they should also be a gender.
  3. How tall are they?
  4. What kind of job do they have?
  5. What are their hobbies?
  6. What’s their martial status-married, single, divorced, etc?
  7. Do they have kids? If so, how many, and what are their ages?
  8. What is most important to them?
  9. Where do they hangout?
  10. What do they read?
  11. What websites are they regularly visiting?
  12. What do they watch on TV? What about movies?
  13. Who are their heroes?
  14. Who are their enemies?
  15. What keeps them up at night?
  16. Who or what are they responsible for?
  17. What are their likes and dislikes?
  18. What kind of car do they own?
  19. Where do they live?
  20. What are their dreams and hopes?

This list will get you started to understanding and visualizing your ideal customer avatar. You don’t have to limit your questions to just this list, you can always add your own to continue developing your customer. The more you know about them, the better! Eventually you’ll have a name and a face to go with your avatar and you’ll develop their characteristics.

Once you’ve created your avatar, you can start to market to them. But first let’s discuss the 5 different types of prospects, then we can see how your customer will fit in it.



5 Different Types Of Prospects

The first type is UNAWARE. This is basically someone who has no clue that they have a problem. They are quite comfortable living paycheck to paycheck, going to work everyday, not concerned with their health. They have no plans on changing their lives because they are perfectly happy doing their thing.

Second type is PROBLEM AWARE. These people know they have a problem, but don’t have any clue on what to do about it. They don’t know what their solution could be or that there are solutions out there for them. For selling these type of prospects the process is knowing how to connect with their pain and current situation and then educate them on the “better way.”

Thirdly is SOLUTION AWARE. These people have problems, are aware of solutions, but aren’t sure which solution is right for them. They may have a few options, but don’t know how each option compares to the other, making their decision a difficult or time consuming one.

Fourth is PRODUCT AWARE. So these people are aware of the product (hopefully yours!), but they need to know why it’s the superior choice in order to make a final decision. With them, they may need a bit more education or information, but not too much.

And lastly is MOST AWARE. These are previous or past customers who are looking to either buy again or upgrade their order. You basically don’t need to sell or educate them at all, as they already have experience with your product/service or opportunity.



How Does Your Ideal Customer Avatar Fit Into All This?

Right, now you’re probably asking how your avatar is going to fit into all that great information I just gave ya, right? Well, you want your avatar to be the second of all the types, which is problem aware. Therefore when you are making content or ads, it will be appealing to them, and they will want to know more about your offer. Your content will also be appealing to the other types (with the exception of the first), but if you know your avatar’s pain, when you make content you’ll know exactly what they want and how to get them wanting more! As a marketer, your job is just to educate your audience.

 

Now you know how to create your avatar and how to market to them, start implementing! Go start making content, whether it’s a blog, video, article, social media posts, ad, and start attracting your perfect customer avatar!

If you would like more information on how to start attracting prospects to you instead of chasing uninterested prospects, then click here!

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All the best,

Marie Yovcheva

 

 

 

 

 

Marie Yovcheva 😀

P.S. If you’re not happy doing what you currently do, or are considering a coach, click here to see if we could work together!

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