This surely begs the question what determines my customer base? Of course it is the product. For example, "training running shoes" is your product, if you need to sports shoes customer base positioned as their target customer base, it shows that you do not understand what is called "quasi" customers. For enterprises to do network marketing, it is important to find the right people. Product features and customer characteristics of the closest is called accurate, in accordance with the above example, the product features are "training", then the direct target customer group is the training type of running shoes have a need for other what speed running shoes, comfortable running shoes, etc. are not their most fundamental needs. The "training running shoes" are specially customized for this target group. Companies must find the product directly target groups, they are your target customer base, is the "prospective" customers.
Step two: where these fish will be active - the scope of activities of the customer group
Different customer groups have different characteristics, even the same customer group, but also because of the gender and age of different and have different characteristics. For example, if a customer group is characterized by military hobby, this group may mostly gather in professional forums such as Iron Blood, but because of gender and age differences, it may result in some of them going to Sina's forums and some of them going to NetEase's forums. Therefore, enterprises really need to find the scope of activities of customers, need to do a detailed analysis, you can start from their gender, age, social class, spending power, hobbies and so on. Find the scope of activities of the customer base is to save publicity costs, to achieve twice the result with half the effort.
The third step: what kind of characteristics and habits they have - customer interests, personality traits
Analyze the customer's interests and personality traits, in order to help companies do targeted publicity. Look at the Three Kingdoms period of Zhuge Liang, why dare to play with Sima Yi "empty city" this out? It is because Zhuge Liang understands Sima Yi suspicious characteristics, but also know Sima Yi Zhuge Liang has a cautious not risky character traits of understanding, so Zhuge Liang to the right medicine, Sima Yi ultimately fooled. Of course, the character, hobbies this thing is too broad, companies analyze the hobbies of the customer base is enough, for example, the old grandpa and old ladies love to square dance, which is a group of hobbies.
The fourth step: the fish favorite bait - the fundamental needs of customers
Enterprises need to understand that fishing with the bait, the bait is to determine whether the fish hooked the main reason. So, the enterprise product "bait" is what? How can we attract target customers on the hook? The reason why customers will become your customers because you help him meet the needs. Customers need you because he can not solve the problem, and the problem, you just have to be able to meet his solution, which is the most attractive to the customer "bait". Everyone has troubles, who can help others solve the problem, who will be able to attract more people.