They say that once someone sold something without reference to the audience, budgets and competitors. In the real world, this method does not work: it is important for a business to understand who will buy the product and to make sure that the person does not change their mind. Expert Valeria Chumachenko, a marketer of client projects at Aktion Marketing , talks about the intricacies of interaction between buyers and sellers in the B2B sphere.
Why Know Your Target Audience
You can have a great product, the best in library shop the world. But selling it without knowing the pain of your potential customer, their motivation for buying and the logic of the person who makes the decision on the deal is extremely difficult.
To avoid trying to sell coal to the owner of a diesel tractor plant, you will have to get to know your target audience.
You need to know the portrait of your target audience for advertising campaigns. Spreading yourself thin on everyone and everything is expensive and illogical: your ad should be seen by those who are potentially interested in the offer.
Knowing your target audience is also useful for product development. The better you understand your customers’ needs, the faster you will bring your product closer to the ideal for the customer. For example, in the current geopolitical circumstances, targeting your product at the external market is not the best idea. But you can more actively expand on the
Domestic market or develop new regions
At Aktion Marketing, we begin working with a new client precisely with a thorough development of the target audience portrait and the identification of its pain points. Based on the data obtained, the product presentation is refined so that the sales proposition for the potential buyer truly becomes unique.
How to Define Your Target Audience Correctly
Many people think that it is easier to labor laws in a small business setting conduct target audience analysis for the B2B market: there are significantly fewer players on the field. However, in reality, the market scale is not so significant. But the methods and parameters of analysis really differ from B2C.
There are several ways to figure out who your target audience is:
Analyze the available information about the cz lists target audience. This method is effective if you already have clients. Determine the characteristics common to all current partners. Compare those that turned out to be “unique”. Think about who else has similar qualities and how to attract them.
Keep the product in mind. Who will benefit from it? Who is the primary target audience for a particular sales pitch?
Use trial and error. Guess who your main customers are and test your hypothesis in practice.
Learn from your competitors. Analyze their activities and audience. Find reviews and advertising campaigns. Learn more about the public image of your competitors. Draw conclusions about how and by what means they grow their audience.
