You’ve had some time to evaluate your products or services from the perspective of your customers, so now you have a much better perspective on what owning your business means to them. This third part of business ownership involves consumer demographics: How well you know who your customers are, why they buy from you, and what may or may not bring them back to your business.
You would be amazed at how many business owners, when asked who needs their product or services, answer “everyone” can use what we offer. Banish that thought!
Sure, everyone needs to drink water, but why should they drink the water you produce when there are several brands on the shelves and some that comes out of the tap in their home? They ask, before they purchase: What makes you different?
The secret lies in knowing your customer demographics as well as you possibly can. Are they women or men? What ethnicity? Young, older, or more mature? Where do they live, primarily? Where do they work? What are their hobbies or interests? Are they active in the community as volunteers? What hits their hot button? If they’re a couple, who’s most likely to make the buying decision?
This laundry list about your customers can be rather extensive, but as you’ll see, it’s important to know so you have perspective on how to reach them. If they purchase clothes at outlet retailers, they may be more likely to listen to country radio than if they shop at higher end retailers.
How do they get around? Do they take public transportation, walk, or drive a vehicle? Signs in train stations or billboards along the highway may be avenues to reach them.
Do they listen to the radio, and when? What genre, and how many different options are there? Sponsorship and advertisements become possibilities, and the same holds true if they watch television programs. Keep in mind that certain generations use a digital video recorder (DVR) and fast forward through commercials. Viewing preferences are constantly changing, which merits considering professionals to assist in identifying prospective customers and appropriate channels to reach them with your message.
Engaging a professional marketing firm can save you money and help you wade through the swamps of advertising possibilities. The focus needs to be on getting returns from your investment.