Sunday, June 19, 2011

Identify Your Target Market

Who are you selling to?
Knowing your audience is a big key to targeting buyers and making sales. If you are new to selling online, the distance between you and the person buying your work can make it difficult to get to know them.  If you have been selling your products online for awhile, analyzing past sales is a great way to archive information about who is looking at your products – and most importantly who is actually buying them. We can’t tell everything about a buyer from an online purchase (and that’s a good thing!) but considering the decisions our buyers are making helps us shape our products to best suit their needs and make the sale.
Here is an exercise for newbies and veterans alike to identify your target market. Some products will appeal to a broader range, so you may have multiple answers to each question. If you offer a variety of products, you could break down your questionnaire into answers for each type of product.
Write a general description of who your product benefits, who it appeals to and who buys it.  For example, I make apparel and accessories for pets, but my product appeals to pet owners and they are the ones who buy it. This might seem simple but  it’s a good way to broadly define your market. Pretty much everyone I sell to owns a pet or knows someone who does. So far, so good.
Is my product mainly for males/females or people in a certain age group? If you are making cosmetics, you probably know you are targeting mainly a female audience. If you are making guitar straps this might be a trickier question to answer.

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