Note: This article is a portion of our “Ideal Customer Profile Questions/Answers” free report we give to our clients. You can get it or any other one on our Free Whitepapers page.
The understanding of your ideal customer and ideal client for any product or service you want to bring to the market is a MUST.
The questions in the document, as well as in this post are designed to elicit a thorough understanding of the customer you’re targeting: what they do, how they act and think, etc., and thus create an ideal customer profile.
The final goal is to produce an Avatar of them so that you understand your ideal customer better than they understand themselves. This will help you to serve them by making products, information, communication, etc., exactly targeted towards that niche so that they can have true transformation in their lives, and by doing so, become your raving fans.
Customer Intimacy is hard work, but if you don’t do it up front or as soon as possible, you’ll never really know who your real customer is. And eventually you’ll be forced to do it because you’ll either have wasted or be in danger of wasting time and precious dollars on inaccurate strategies, ineffective marketing, and bad advertising campaigns.
Depending upon your market, the user, the buyer, and the influencer may be different people. For example, the user may be a baby, the influencer may be the mom, but the buyer is the dad.
People will always be willing to pay you if you satisfy their needs and desire, or remove their frustrations, fears, or concerns, because buying is an emotional decision, and then the justification of that decision becomes logical.
So we recommend that you create an ideal customer profile using an avatar. You can even create facebook profiles for them!
The best way to start is to ask these questions of your current customers. While you can send them a survey, the best way is to just talk to them on the phone, or even take them to lunch. You’ll be able to engage in some deep conversation and potentially even find out more needs/problems they may have!
And talk to them in their vocabulary. For example, if you’re selling arthritis medication, it’s probably best to use words that someone in their 70’s might use. But note that the more specialized the market is, the harder it is to use their vocabulary.
When you were a kid
Remember back when you were a kid and you wanted something from your mom and dad? You’d often just ask them, but if you sensed there would be the slightest resistance, you’d use their “hot buttons” to persuade them:
“But Johnny’s parents are letting him, and they don’t see anything wrong with it!”
“The last time you let me do something like this, and it was all fine, right? So why not this time?”
You actually mentally created an ideal customer profile of your parents, by understanding their hot buttons.
And that’s what we’re doing here – trying to get to where we understand their “hot buttons”.
Are all questions relevant for my ideal customer profile?
While some of the questions may seem like they don’t matter, such as “Are they on time when they go places?” or “Introverts or Extroverts”, the in-depth knowledge you gain will help when you’re thinking about ways to communicate with them, especially with blogs or articles that may be of interest to them. For example, if most of your clients are introverts, there are some things that typically introverts struggle with, such as networking. Passing info along to them that might help, even if it doesn’t relate to your service or product, will help them to continue or to develop trust with you.
But don’t get stuck on a particular question: answer what you can and then go back and do some research on the ones you feel most important. Consider this an ongoing process. You’ll need to constantly adjust according to the changing needs of your ideal customer.
Remember that, unless you have a lot of money to spend on educating your clients, you don’t want to CREATE the desire; instead you want to TAP INTO the desire that’s already there. While Apple created the desire for the smart phone, it took lots of innovation, time, and advertising money.
On to some of the best questions
The list we have in our report is pretty exhaustive, but here are quite a few of the very best ones that will get you a long ways towards understanding your ideal client and creating your ideal customer profile.
1. If we have customers already, who are the customers we have that are generating most of the revenue? What are they like? And do we really want them?
2. What do they want most from our business?
3. What is their typical day look like?
4. What is their Income level?
5. Are they active physically? What is their physical health like?
6. What is their Emotional health? Relational health? Business health?
7. Do they care about performance and achievement? Or are they all about entertainment?
8. At what product price level do they buy?
- Buy without thinking: $10 and below for example
- Buy with slight hesitation:
- Buy with major hesitation:
- Refuse to buy:
9. What problem(s) are they having that we are solving, or not solving? In other words, what are their pain points in life? (Can be emotional, physical, spiritual, relational, business, money).
10. Or what are they frustrated about, or what keeps them up at night, either in general or about my industry? (Pain is a lot higher motivator than pleasure)
11. How can we exceed their expectations?
12. What are 5 topics, directly related to them, that we could write about that they would eat up?
13. What are 5 topics, that would entertain them, that we could write about?
Well, I hope you will take at least a few of these questions and get serious about answering them and get on the path of creating your ideal customer profile.
If you would like the full report, go get it on our Free Whitepapers page.