Understanding your Customer - Tom & Ariana Sylvester

Understanding your Customer

Aug 6, 2018 | Execution, Marketing, Podcast | 0 comments

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Episode Brief Description

Most businesses don’t truly understand their customer, which is why they are struggling.  In this episode, we walk through how to clarify and own your customer

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Key Insights & Timestamps

  • [00:36] – Welcome
  • [05:14] – Who is your customer
  • [06:13] – Discovering your ideal customer
  • [08:00] – Demographics vs. Psychographics
    • Gather information on a much deeper level through market research, social media, etc
  • [10:14] – What do your customers need? Niche down until you’ve reached a specific enough person – this will then become your ideal customer
  • [13:00] – Finding the pain points
    • Ask, ask, ask! Diagnose symptoms and trace backward to find the root cause of the issues they need help with
  • [15:40] – The Transformation
  • [17:33] – Identify wants vs needs 
  • [20:20] – Learning how your customer thinks
    • What are their dreams? 
    • What are their fears?
  • [23:02] – What makes them ultimately buy?
  • [23:31] – Buying styles
    • FOMO
    • Emotional
    • Aspiration
  • [32:05] – Objections 
  • [39:49] – Homework
  • [42:29] – Introducing – Ariana’s Bookshelf! 
  • [44:11] – Tom’s Bookshelf

Your Homework

Ariana’s Homework

  • Use the 2 templates (Value Proposition Canvas and Empathy Map) to think about your ideal customer. Fill them out as best you can.

Tom’s Homework

  • Take the time to really discover your customer. If you already have customers, take the time to reach out and talk to them. 

Tom’s Bookshelf – Lean Customer Development

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Ariana’s Bookshelf – Ask

Get This Book

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  • Amazon – Get The Physical or Kindle Version

Key Insights

  • Discover your ideal customer and what makes them buy
  • Find ways to connect with the needs of your ideal customer
  • Utilize different buying styles to attract more sales! 

Free Guides For You

Plan With Purpose - The Ultimate Guide to DEfining & Building Your Ideal Life

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