How To Profile Your Customers – 11 Critical Questions

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You may be able to potentially reach a massive market with your product or services . . . however, if you try to sell to everybody –you’ll end up selling to nobody.

You need to find your “ideal customer.”

It’s not okay to assume you know what your customers want unless you want to make an ass of yourself as well as leave cash on the table. You have to get inside the mind of your customer, otherwise how else will you ever be able to persuade, motivate and then sell your product or services to them?

YOU need to find out everything there is to know about your ultimate customer – so you can analyze them, understand them and connect with them.

YOU need to discover every little detail about them and build the evidence like you were a part of the CSI Miami team . . . until you have profiled your customer and when you do this, you will maximize your sales.

99.80% of you will not do this and this is OKAY . . . DO NOT bitch and moan though . . . when you do not get the sales and profits you desire.

Doing this critical step will lay your foundations for your success . . . ignoring it will make your sales copy weak and even though you may not want to choke on this one . . . which is tough – because it will be your own fault and NO ONE else’s!

Here’s At Least 11 Critical Questions YOU Need To Answer As You Begin To Profile Your Customers.

ONE:

What Gives YOUR Customers Indigestion At Lunch Causing Their Esophagus To Feel Like It’s On Fire?

TWO:

What Gives Them Insomnia At Night Causing Them To Lay Awake Staring At Their Ceiling For Hours?

THREE:

What are they afraid of or fear the most?

FOUR:

What makes them angry and who are they angry at?

FIVE:

Which 3 aspects cause them the most frustration each day?

SIX:

Are their ANY trends occurring or likely to occur in their business or lives?

SEVEN:

Do they secretly desire certain things more than others – if so, what are they?

EIGHT:

Is there anything about the way they make decisions which could be seen as a built-in bias. Example: Architects = exceptionally analytical).

NINE:

Do they speak ‘their own’ language? If they do and you can then weave their language into your copy – how powerful do you think this will be?

TEN:

Who else is selling a similar product or service to you and how are they selling it?

ELEVEN:

Who else has tried selling them something similar and how or why did such an effort fail?

As you begin to get inside your customer’s mind, as you peel it open with all the precision of a scalpel wielding brain surgeon . . . you WILL discover the answers to the 11 Profiling Questions above.

Find out what types of magazines, trade journals, check online to see what e-zines your customers subscribe to and sign up yourself, check forums, blogs, groups such as Yahoo groups, boards and so on. With today’s technology there’s no excuse for you not to be able to collate as much detail as you can about your ideal customers.

To build your profile – which then allows you to be able to describe your customer(s) – you want to discover certain information such as:

Their age, sex, marital status, do they own their own home, what type of car do they drive, what are their purchasing habits, do they have credit cards and if so, what type, their income level, their occupation, what magazines do they subscribe to etc. etc.

When you have built such a profile about your customers, how valuable do you think this will be to you?

Here’s an example of a one-on-one mentoring session with a customer.

The discussion was about a leaflet drop which had been handed out which had received a good response. I proceeded to ask a few of the 11 profiling questions above and in less than 60 seconds the answers changed his business.

Question 1:

I asked what sex his customers were?

Answer:

His reply: Female.

Questions 2:

He was then asked what % are female.

Reply: 80%.

Question 3:

Then he was asked what was the age group of the women?

Answer:

He replied: 45-55.

So in less than 60 seconds, it was known that 80% of his paying customers were females aged between 45-55.

There’s more!

Question 4:

He was then asked did he know the number one reason his customers went to him?

He answered: Stress.

He was then asked to not guess his answers, to find out for sure and get back with his findings. It turned out that 90% of his customers (not 80%) were female, aged between 45-55 and there to overcome stress.

Now, this powerful knowledge was sitting in his head swimming around like a one legged duck swimming in circles with nowhere to go. None of this information was telegraphed in his headline or his sales message.

Imagine then running a headline which screamed out to these specific customers and then including the relevant information in his body copy too. These are the ones he knows generates 90% of his sales.

Can you see how powerful these types of questions and the impact they can have on your business?

“Dedicated to Kicking Your Ass Until You Succeed!”

Warmly

Trevor ‘ToeCracker’ Crook
PS. It’s time to stop the one legged duck swimming around inside of your head so you can target your real customers – not some figment of your imagination. I am offering the first 27 people, FREE 20 minute 1 on 1 mentoring sessions with me to help you grow your business.

Simply email me at: trevor@persuasivewritingsells.com and include the following:

1. Your website url/s
2. The number one problem you would like me to solve for you in your business or website.
3. Your name, country and best way to contact you. If you are in the USA or Canada, include your best contact number.

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5 Responses to How To Profile Your Customers – 11 Critical Questions

  • Great Post Trevor, the email is sent :) Although it’s a full day later so I’m not sure if I got in or not.

    Either way, good stuff!

    Jeremy Reeves
    http://www.controlbeatingcopy.com

  • Dear Trevor,

    I’ve been one of those people trying to sell to everybody – and selling to none.

    Thank you for this valuable information. It appears that I have to divide (my target markets) to conquer. Looks like I’ll have to get off my fanny and devise different sales pages for different targets.

    Glad I’m signed-up for your Persuasive Writing Sells course. I may be stubborn, but I’m NOT stupid. It’s sinking in finally.

    Thanks,
    Brennan

  • I have some fantastic products and services but don’t sell much at all! Please help me!

    Thanks Trevor!

  • savina says:

    I have just joined as the financial service rep at this branch and i want to creat a profiling question which i can use on new customer opening accounts and also current customers who already have accounts.
    Need to create a set profile questions which i can ask to profile my customer to increase sale and get more investments referrals
    please help .
    thank you
    savina

  • chandra Krishna Pandit says:

    Respected Trevor,
    Me also same above as you discussed. I am working in a Financial Market. Before this time nobody help me how to sales ….
    So, Thank you for help me out with a great motivation…

    Thank you
    Chandra Krishna

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