#PillarsOfProfit - How To Know What Your Target Customers Really Want

The JP Maroney Audio Vault

00:00 Okay. So there's really three big areas that I talk about that you want to look or that you want to invest some time and energy. And number one is that you want to ask existing customers or clients, talk to them, ask them a question. And so you're going to be asking them questions about what are the biggest problems or frustrations that they're trying to solve in their life and especially as it relates to your product or service. So you can do this in different ways. One, you can survey them. So if you have a mailing list or an email list is even better. There are some survey tools out there like survey monkey and other things like that where you can actually send out a survey, uh, by email and get folks to walk through that survey and answer the questions. If you're going to do an online survey with your existing clients or your buyers, I would highly suggest that you offer them some kind of an ethical bribe.

00:53 What does that mean? Reward them for their time? Give them something, give them a gift card, give them one of your products. Or services, give them tickets to something, something. It doesn't have to be super expensive, but give them something that rewards them for their time because the information that you're going to be getting back from them is super valuable. So, uh, conducting a survey is a great way to get more information. Number two, I really like these. It's conducting actual interviews with them by phone or by video conference. The way that we produced this, um, there you can do it in person and when you're at an event, if you're out there and maybe get all of your clients together, if you're a local business owner, you're going to invite them all to a dinner or a coffee or a lunch and learn or something, some kind of a, you're gonna invite them to some kind of a reception and that would give them a chance to interact with you.

01:44 And then while you're interacting with them, you can ask them your questions and interview them. Just picking up the phone and talking to them is going to make you extremely powerful because you're going to get it right from their mouth and they're going to articulate things in a way that you hadn't even thought of. The words that they say are actually the words that you'll begin using in your advertising or marketing messages, whenever you get to the next step of putting together your messaging. The third way that you can ask them questions is during pre-existing contact with them. What I mean by that, if you already have a coaching call scheduled with people, if you already have some sort of a strategy session scheduled, if you already have a service call when you're going out and meeting with your clients on a regular basis, if you run the, the route, you know, or run the traps or whatever and you're constantly seeing your clients and you've already got time on your schedule with them, integrate this Q and A process into those contacts with them.