It’s easy to build a business to meet your needs. You know an industry, a market, or a technology and you want to use that knowledge to build a business. Don’t fall into the trap of designing your marketing plan around yourself.
Not the Man in the Mirror
You are not selling to yourself. Or rather, you shouldn’t be. Instead of talking about your business as if you were talking to someone who understands everything you do – focus on finding your target audience and then understanding what they do or don’t know. Never forget you are the expert. If a user understands everything you do then they most likely don’t need your services.
Growing your understanding of your audience is easy to do, but it takes time and more importantly it takes thought. Many small businesses fail to understand the importance which should be placed on understanding the user better. You need to stop looking at yourself but focus instead on the ones who need you. Here’s a few ways to help you get started.
It’s very easy to find out what other people think or know about you or your business by asking someone from a different age demographic. This is in no way disparaging the elderly. Rather we’re highlighting the differences in life lessons and experiences between generations. Tell an older person what you do and see what questions they have. Be sure to write them down and then figure out how to improve your pitch to answer those questions before they ask them. Ask and then listen. That’s important, you shouldn’t ask them then continue directly on with your own thoughts. You need to ask and then patiently, quietly, listen to what they say. They have different views and different life experiences and if you truly listen you’ll find incredible opportunities for improving yourself.
Most kids play make-believe when growing up. I know my kids do it all the time. I laugh sometimes as I overhear them. They have completely different lives, new names, new ages, new likes and dislikes. And all just for fun in their game. What an absolutely perfect example of what small businesses should do. Pretend to be your own ideal customer. Give yourself a new name, a new age, a new life. Figure out what this “new you” is looking for and then figure out how your business meets a need. It’s a simple concept, for kids it’s simply called make-believe, for adults it goes by another name – personas. I’ll discuss this in depth in a future article. Suffice to say for now, build personas. Play make-believe.
Change it Up
Don’t be afraid to make changes. You can always revert them back if you find they are not working. As you seek to understand your user you need to see what works and what doesn’t. What resonates with them and helps them to understand you and your business. A popular way of doing this involves employing A/B testing (again too much to cover in this post alone). Give your users different experiences. See what works for them and what doesn’t. Learn your users likes and dislikes. As you change it up it’s important that you monitor, report, and improve. Don’t simply make changes for the sake of change. Instead make changes because you believe it will enhance the user experience. You have to monitor the outcomes. You have to be willing to roll things back if they don’t work. But you shouldn’t be afraid to make changes.
Understanding your users should be one of your primary goals as a business owner. Figure out what they want. You’ll find if you take the time to learn your user better you’ll be able to attract the right user. Don’t waste your time selling yourself and your business to someone who is not your ideal customer. Save time, save money, and build the right user-base. All it takes is a little effort, and a few new ideas to start the process of understanding your user.