Who Is Your Target Audience?
After developing your website goals, it’s essential to consider your ideal visitor. Why? The same way your business caters to a specific and defined set of people, your website isn’t meant for the whole of the Internet. In fact, you want your website to be seen by the right people. You could have the best site with the greatest product or service, but if your target audience isn’t seeing your site, it won’t meet the goals you have set. This means that your website and its content need to appeal to your target audience. And to attract the right audience, you need to start by understanding and defining who they are in the first place. Building a profile of your target audience is important, but how do you actually do it? It’s really all about asking the right questions: What are your users interested in? What motivates them? How do they search the web? What are their challenges? Once you put together these key pieces of information, you can build on that to provide content and services that are relevant to them, address their needs and ultimately provide value.
Start by researching and compiling data about your existing customers (if you have it). Your research should focus on these 5 elements:
Goals and values
Sources of information
Challenges and pain points
Goals & Values
Your users’ needs and motivations should be the main focus. If you are offering a product or service, it’s because it brings something of value to your customers and fulfills their wants and needs. To identify their goals and values, ask yourself:
What is my customer trying to accomplish (goals)?
What is most crucial to them (values)?
Make a list of the answers you come up with and identify the ones that are relevant for your business. The information gathered here helps you understand what content to communicate to your audience. Let’s say you own a protein shake business and one of your target customers is Jane, the gym enthusiast. You want to know Jane’s motivations and interests in order to understand how your company can help her. Based on your research, the goals and values of Jane are the following:
By tying these pieces of information together, it’s safe to assume that Jane will probably be interested in hearing about the special offer on your new line of vegan protein shakes.
Sources of Information
Creating an audience profile isn’t just about asking the right questions, it’s also about looking in the places, both online and in-person, where your customers get their information.
To determine the “where” of your customers, think about:
Where to Find Them
Where do they like to gather? Is it at a forum, a fair, a club, a conference? Are they members of a Facebook group, a professional association? Can you think of any special events that they attend?
What Online Content Do They Read
Are there any specific blogs that they enjoy reading? What is their go-to media outlet? Are they subscribed to any online publications or magazines?
Which Influencers They Follow
Who do they look up to in the industry? Who do they consider thought leaders? On which social media platforms are these influencers most active?
Identifying where you are most likely to find your ideal customer will help you know exactly where and how to communicate.
For example, Jane, our gym enthusiast, might be an avid follower of @veganfitnessmodel on Instagram, have a subscription to Shape and attend a local gym twice a week. This could give you ideas on where to place your ads.
Let’s get personal with your profile. Figuring out your ideal customers’ demographic information can give them an identity and shape them into actual, relatable people. How much information you want to take into consideration is up to you. Some of the usual facts to consider include:
Putting some flesh on the bones of your persona not only helps you craft content that truly resonates with your audience, it also stirs your marketing efforts in the right direction. Take the location of your ideal customers for example. Are you talking to a local crowd or an international one? The answer to that question will determine how you build your website to cater to the needs of your different audiences. Nothing stops you from diving deeper into your persona’s DNA. If you want to be creative, think about notable quotes, psychological traits, everyday activities or any detail about their background (personal and professional) that defines them. Take Jane, the gym enthusiast, after some research you might describe her like this: She’s 30 years old, single and has no children. She lives in Oakland, CA with her dog. After a bachelor’s degree in journalism, she is now a PR manager for a tech company. With 5 years of work experience under her belt, she makes close to $80.000 per year. She’s health-conscious but too lazy to cook. She lives a busy life, is often on the go and manages her stress with trips to the gym. She gets inspiration for her fitness routines from Instagram and posts her achievements there too.
Challenges & Pain Points
What keeps your persona up at night? What are they struggling with? What are their fears? Just like everybody else, your persona encounters challenges in life that they would like to overcome. Identifying their frustrations and problems allows you to understand how you can help them with your products or services. The main challenges and pain points of Jane, the gym enthusiast, might look a bit like this:
Once you have listed all of your personas’ issues, you can directly address them with your messaging and explain how exactly you can solve them.
What devices do your customers have access to? In which context do they browse the web: from their office, at home or on their commute? How often do they go on the Internet? These questions help to understand device and Internet usage which in turn helps to determine where your customers see your content. In our scenario, Jane’s environment could be her office, mostly on her desktop but also on her smartphone when commuting to work. For you, this means that you need to make sure the mobile version of your site provides a seamless experience.
Once you have created detailed profiles of your ideal visitors and brought them to life with a name and a personality of their own, it’s time to align your site with their needs and present them with relevant content.
By establishing a realistic list of goals and measurable objectives, as well as always keeping your ideal visitor in mind, you’ll greatly increase your chances of online success.