Once you have identified your target or niche market, the next step is to determine what their unmet needs or wants are - in other words, their problems.
You need to answer this question in order to write your marketing message but also for the good of your business. If you don't know what people need, then how will you figure out what solutions your products and services can provide? If you can't figure that out, then you're not much use to your prospective customers!
The secret to crafting a compelling marketing message that makes your potential clients sit up and take notice is to clearly identify the problems they are facing. People are living in, thinking about and immersed in their problems. If you can articulate their problem clearly and demonstrate that you do understand what they're going through, you'll grab their attention immediately. How do you determine what their problem is?
To isolate the key problems or issues your target group is grappling with, you need to get inside their heads. There are basically two ways to accomplish this:
1) ask your prospects and clients
2) do some research
To get feedback from your current and potential clients, you can do some of the following:
* ask questions on your blog
* have a question page on your website
* set up a specific email address for people to send in questions
* do a survey - online, at the end of a presentation/talk/workshop, via telephone, form at a tradeshow, etc.
* gather information from your website contact page
You can also spend some time researching the people in your target group. Find out what they're "saying" in the following ways:
* read competitors newsletters, articles and blogs - see what problems they ar ...