How To Identify Your Hungry Buyer (and sell to them Perfectly)
“I’m a vegetarian,” she said to him as they took their seats at the finest steakhouse in the city.
Not the most spectacular start to a date — considering he waited 2 months for a reservation and the chance to take her out.
Knowing your hungry buyer matters — especially when it comes to marketing. If you don’t give your audience what they want then you won’t make a penny (or in our friend’s case — plan a successful date).
Do you want to discover how to identify your hungry buyer?
By the end of this post you will discover how you can:
– become more successful with a fraction of the traffic most marketers think they need
– you will never be confused on how or who you should be selling to
– and you’ll learn a critical fact about traffic & conversions which will make or break your success online
Before we dive in, let’s quickly review how money is made online by referring to the illustration below.
How Money Is Made Online
#1 First you must have a product.
#2 Then you have to send traffic (people) to a sales page where they can purchase that product.
#3 Finally, you must convert that traffic into sales.
The problem people face is that they don’t know how to get traffic and/or they don’t send enough targeted traffic to their offer.
This leads to making a sale here and there, but it’s never consistent.
Most people screw up by not sending more of the RIGHT people to their offer, and instead focus on sending as many people to their offer.
Unfortunately, getting more traffic isn’t always the answer because not all traffic was created equal.
This is a big reason why you see people complain that they didn’t make any sales after purchasing paid traffic like solo ads, media buys or email lists.
It’s not about the quantity of traffic, it’s about the quality.
It’s not about the quantity of leads, it’s about the quality.
Therefore, in your marketing it’s important to market to people who are “hungry” for whatever it is you’re selling.
Doing this will generally lower competition and put conversions through the roof.
However, before you can do this, you have to identify who your hungry buyer is. This person is looking for what you’re selling, but they just haven’t found it yet.
So first, you must define what it is you’re selling.
Step #1 – Define What It Is You’re Selling
You’re not selling a weight loss shake.
You’re selling the confidence that will come with losing 20 pounds and prancing around the beach in a hot new bathing suit.
You’re selling the revitalized energy you’ll feel from the moment you wake up to the moment you go to sleep.
You’re selling the happy feelings of being able to play with your kids without having to stop to suck in oxygen.
You’re not selling a blogging platform.
You’re selling the ability to spread your voice to the world.
You’re selling the chance to share your opinions, values, thoughts, and beliefs on subjects that matter to you.
You’re selling the opportunity to network and connect with other like-minded individuals who share your passions, likes, and disinterests.
You’re not selling an internet marketing system.
You’re selling an opportunity to break free from the slavery matrix that is the 9-5 grind.
You’re selling the chance to create the lifestyle freedom to live life on your own terms, to take your family on more vacations, to spend more time with the people you love.
You’re selling the opportunity to become your own boss, write your own paychecks doing what you love, and wake up peacefully at 10 a.m. instead of to a blaring alarm clock and being in a hurry to get to work.
So take a minute, or 10, to really define what it is you’re selling before moving onto the next step.
Step #2 – Shrink Down Your Hungry Buyer Profile
Most people can’t even define who they are selling their products or services to. In most cases, you’ll hear something vague like:
“People who want to lose weight” or “People who want to make money from home.”
These people are pretty much HOPING that their marketing works and HOPING that someone will click their link and buy.
Well, I’m here to deliver the bad news — HOPING is not good enough.
It’s time to get specific and shrink down your hungry buyer profile.
I’m talking age, sex, income level, hopes, desires, fears, struggles, pains, problems, language, slang/terminology, etc.
You should know all of these.
The more specific you get, the easier it is to market your products and services.
[HINT]: In some cases, the best way to identify your hungry buyer is to look at yourself.
If you’re trying to make money online, think about what you struggled with in the beginning. Think about why you started looking for ways to make money from home in the first place. What did you want? What did you fear?
If you’re trying to sell health and fitness products, think about why you bought them in the first place. What were you struggling with? What did you want to achieve? How did you want to feel?
Step #3 – Stalk Your Hungry Buyer
Now that you have painted a clear picture of who your hungry buyer is, it’s time to stalk them.
And I don’t mean in a creepy Michael Myers sort of way.
I mean finding out where they hang out (online and/or offline), and making yourself relevant in those places.
Online, you can find forums, Facebook groups, YouTube channels, Twitter lists, Blogs, and other social media sites.
Offline, you can find meetup groups, networking events, local lairs and hangouts, etc.
These are like watering holes that you want to fish in because they contain the perfect catch.
Action Step: Find a minimum of 10 places where your hungry buyer is hanging out online.
Here are some ideas you can use to find 10 places:
– Google search Blogs [ex. internet marketing blogs, network marketing blogs, weight loss blogs] – Google search Forums [ex. “internet marketing forum” “network marketing forum” “weight loss forum”] – Find Facebook Groups [ex. internet marketing groups, network marketing groups, weight loss groups] – Find Facebook Pages of authority figures within your niche
Obviously, you want to get as targeted as possible with your searches, but those are some examples to get you started.
Step #4 – Get Inside The Head of Your Hungry Buyer
Lastly, you want to get inside the head your hungry buyer.
You’ve identified who they are and where they hang out, now it’s time to figure out the internal dialogue that’s going on inside their head so you can write effective copy and publish content that speaks to their heart.
When you can understand someone’s problems better than they can, it’s game over.
Stand back and observe all the watering holes you found in step #3.
What kind of lingo are they using?
– Internet marketers constantly use terms like “traffic, conversions, click through rates.”
– Network marketers use terms like, “recruiting, prospecting, posture, qualification.”
– Fitness professionals talk about “body fat %, meal portioning, macronutrients, micronutrients and personal records or PR.”
What kind of questions do they have?
– Internet marketers commonly ask how they can get more traffic, leads, and better conversions.
– Network marketers want to know how to train leaders, overcome resistance from their family or spouse’s, and market themselves on social media.
– Fitness newbs need help with exercise selection, rep ranges, and how to meal plan.
Other questions you should observe and answer
What are their biggest problems?
What gives them great pleasure?
What is causing them pain?
What are their core values?
What beliefs do they currently hold that aligns with your product/service?
If you followed the steps outlined above, you’ll have a crystal clear picture of who your hungry buyer is and a strategy to market to them perfectly.
It’s your mission to get in front of them in all areas and produce content which speaks to them.