The phrase “know your audience” is marketing, business, and success 101, yet it’s astonishing how many businesses ignore their buyers’ characteristics when creating their marketing strategy. Creating marketing pieces that resonate with a particular audience is no easy feat, but it’s imperative for impactful results. If you really want to get into the heads of your customers, start by asking yourself Konstantin Stanislavski’s seven questions, which is a technique used by actors to channel the character they’re playing.
Get to know these seven questions and how you can utilize them to getting inside your audience’s head.
1. Who am I?
This first question will help you define who your audience really is and uncover important details. What do they look like? What do they believe in? How do others perceive this person? What major life events have happened? Visualize this person and what details make them unique and distinguished. It may help to give this person a name and face, as well.
2. Where am I?
Your audience is always somewhere; define where that place is. Are they are work? Are they in their car on the go? Are they at home? What does their ideal environment look like? This question should answer more than where they are, but how they feel about the place they are. For example, people tend to behave differently at home versus in public or in a cold room versus on a hike.
3. What time is it?
Season, month, day, and time of day all play a role in your audience’s behavior. Those who are awake at 2:00 a.m. have a much different attitude than someone at 2:00 p.m. Define how your message will be received at different times and use this information to decide what the ideal time to reach your audience is.
4. What do I want?
Once you’ve defined the first three questions, now you need to ask what is this person’s primary motivation. What is your audience’s ideal outcome as a result of working with you? This objective will be a major driver for them to become a loyal client.
5. Why do I want it?
Your audience has clear reasons why they want their objectives. Find out these motives, and utilize this in your messaging.
6. How will I get what I want?
You showed your audience you are the answer to their objectives and motives; now is the time to clearly show them how to achieve success by working from you. This usually is implied through your call-to-action (CTA), so make it clear what the next step needs to be. No matter if they need to complete a form, call you, or buy a product, make it clear for all users.
7. What must I overcome to get what I want?
No matter how easy you make it for your audience to get what they want, there is always something stopping them. Address these possible obstacles in your marketing and show the customer how they can easily overcome them through you.
Getting inside your audience’s head doesn’t have to be difficult. You will be surprised how much you can uncover by answering these seven questions!
To learn more about marketing solutions for your audience, contact GreenMellen today!
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