SCORE

3 Tips for Uncovering Your Ideal Target Customer

Whether you’re a city economic development official, business-to-business service supplier or a main street retailer of consumer products, knowing how to identify and target your ideal customer is the key to acquiring and retaining exceptionally loyal customers who will buy from you over and over again plus refer you to all their friends, relatives and colleagues.

In fact, in today’s ultra-competitive business environment, knowing who your ideal customers are, where to find them, and what motivates them to buy is the number one task of anyone responsible for marketing their organization’s location, products or services.

So how do you learn who your ideal customers are?

The best place to start is to analyze your existing customer data to find out what characteristics your best current customers have so you can begin targeting more customers just like them.  

The first tip, below, can help you through the review and analysis process.

#1) Describe Your Ideal Customer’s Demographics

The first step in identifying your ideal customer is to understand what similarities they have in common. Begin by reviewing your existing customers using the following demographic criteria:

For Business to Consumer (B2C) demographics, you can look at:

  • Income ranges,
  • Marital status,
  • Age,
  • Gender,
  • Occupation,
  • Interests or hobbies
  • Social class and more.

For Business to Business (B2B) demographics, you can analyze:

  • Industry sectors
  • Annual revenue
  • Number of employees
  • Geographic regions served
  • Fiscal year end date
  • Budget size, etc.   

About the Author(s)

SCORE Counselor