Do You Really Know Your Prospect?

I'd like to introduce you to someone. I don't actually know his name, but I'm hoping you do. I'm hoping you know quite a bit about him.

He's your target customer ? the person most likely to buy what you have to offer. He is the person responsible for your paycheck. He pays your rent and feeds your kids. Or at least, he will, once you convince him to buy from you.

But to convince him, you have to know him. Intimately.

I know, I know ? this is elementary stuff. Marketing 101. But you'd be amazed how many people are in business without a clue about who they're selling to. Even if you have a pretty good idea about what makes Mr. Prospect tick, you could stand to learn more.

Because the better you know him, the better you know how to sell to him.

Dig deep. Get way down into his psyche. What are his core beliefs? What are his fears? What keeps him awake at night? What kind of person does he really want to be? (That one is actually far more important than who he actually is. Can your product or service help him be that person?)

Do you know what Mr. Prospect does with his spare time? If he's online, what newsletters does he subscribe to, or what forums does he hang out in?

Once you know him better than his own spouse, you know how to speak to him. You know precisely what benefits to stress, what emotional buttons to push. And you know where to find him when you're ready to do it.

Let's say Mr. Prospect is a middle aged male who works in corporate middle-management. But you dig deep, and find out that he's also typically a political junkie. You could use that knowledge to advertise in Time or Newsweek. But you're not satisfied, so you dig even deeper and find out that Mr. P is left-leaning in his politics, and has a passion for environmentalism. His greatest fear is that the planet won't be in good shape for his grandchildren.

Now, you can focus on Mr. P like a laser. Skip Time and Newsweek and advertise in Mother Earth News. Send him sales letters on recycled paper, and find a way to connect your product or service to a healthy planet. Now you're pushing his buttons, and Mr. Prospect becomes Mr. Customer.

It takes time, effort, and research. But once you really know your target, hitting him where it counts is that much easier.

Lisa Packer, author of "How To Dramatically Increase Your Business... Without A Blockbuster Budget" and "7 Ways To Get A Pay Raise From Your Web Site" is an independent Copywriter and Marketing Consultant. Find out how to get these two reports, plus more helpful articles like the one you just read at http://www.dramatic-copy.com/.

Dramatic Copy: Copywriting That Dramatically Increases Your Business.

---

The Power of Thank You

Sometimes we loose site of the small things in life... Read More

51 Ways to Say Thank-you in a Fundraising Letter for a Non-for-Profit (Includes Examples & Samples)

One of the hardest jobs in fundraising is crafting original... Read More

Trade Show Events ? Do?s and Don?ts

You can love it or you can hate it but... Read More

Standing Above The Crowd

In today's highly competitive business environment it is critical to... Read More

Market Your Identity

One of the most critical but overlooked parts of business... Read More

Name the Top Cable Network

When Cable began as Community Antenna Television in 1948, all... Read More

How to Save Thousands on Your Marketing

Marketing can be expensive. It doesn't have to be, but... Read More

Break Even On Your Next Direct Mail Campaign...And Still Generate Huge Profits

With direct mail, you can break even and still claim... Read More

2 Step Marketing

Do it Right.I receive postcards all the time. The other... Read More

Top Ten Blunders Exhibitors Make in Expos/Tradeshows

Triple your response from expos by avoiding the top ten... Read More

How to Magnetize Your Business

Do you ever wonder how some businesses always seem to... Read More

Whats Your Marketing Attitude?

Entrepreneurs pay a lot of attention to the mechanics of... Read More

Non Products Exist in this World

"Both the market and the distributive channel are often more... Read More

Starting Small Business Promotional Campaigns

So you're starting a small business. You figured out what... Read More

Clever Headlines Usually Flop! Are You Being Too Clever For Your Own Good?

Copywriters that try to be clever, humorous, abstract, or use... Read More

Marketing to the Affluent - with Wine

With its association to an affluent, sophisticated lifestyle, wine can... Read More

How To Be A First Class Marketer?

Did you now how to follow up a new customer... Read More

The Secrets of?

A lot of advertising and mailings promise to reveal the... Read More

How to Turn More Referrals Into Paying Clients

60% of all small business owners, sales and solo-professionals claim... Read More

7 Simple Marketing Tips

Here are 7 simple marketing tips to help you boost... Read More

Five Mistakes Absolutely Guaranteed to Drive Away Your Best Clients

We all work hard to attract even one paying client.... Read More

Marketing is More Important Than Expertise

Being a master of your craft, skill, or talent doesn't... Read More

What You Need in Your Marketing Calendar

Marketing calendars are used by many businesses to help keep... Read More

Blowing Your Own Horn

Opportunity Assistance Business Resource Center http://www.opportunityassistance.comAt first you... Read More

4 Alternative Ways To Gain Lifetime Customers

You will always have more people that turn down your... Read More

Michael Jackson, Classic Marketing Blunders And Your Wallet!

You couldn't help but be captivated by the unbelievably cute... Read More

The Biggest Needle In The Haystack

Hello everyone! Have you ever been curious about something, and... Read More

Do You Really Know Your Prospect?

I'd like to introduce you to someone. I don't actually... Read More

The Newest Marketing Course

Certainly the newest earth quaking event in Internet Marketing insider... Read More

Grow Your Business By Getting Your Customers Buying From You More Often - 35 Ideas

35 Ideas to Spark Your Creativity:There are 3 ways to... Read More

Using Alternative Media to Generate More Customers

Last week I received a very nice thank you gift... Read More

Do You Know Where Your Email Address is Today?

Having people go to your website is not always easy:... Read More

Testimonials - FREE Quality Advertising FOR YOU!

Every business person who has any kind of product or... Read More