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This is part 3 of a series of articles which explores the business model required to make money online, in a fast and fun way. The business model consists of four components of which the first 2 were discussed in parts 1 and 2 of this series. The four parts of this model are: The Product The System Leads and Customers Duplication Those who have been following the series know that we’ve been taking a look at the model as if it was a car: the Product is the vehicle, the System is the engine, Leads and Customers the keys and Duplication the process of refueling until you get to your destination. In this part of this series, we’re going to be examining the Leads and Customers. Sales vs. Providing a Solution One of the biggest challenges to overcome is to accept that you will be selling something. But you’re not just a salesman, you’re someone who provides a solution or an answer to a problem your customer has. People do this for you everyday. When you buy breakfast from McDonalds or stop at your local gas station to buy fuel, you’re essentially paying someone to solve a problem for you. It’s important to accept that you have a product to sell, a solution to provide. The Process of Leads and Customers The Ideal Avatar You must understand who is ready to buy the product that you have selected. We’re going to call this group the ‘Ideal Avatar’. Consider the commercials on Nick Junior; they’re always selling kid stuff like Dream Lite, Stompeez and other toys. They’re intriguing the minds of children to get them to ask their parents for all these things. The commercial targets the demographics that will be watching during that timeslot. You must also target your Ideal Avatar by writing sales copy which connects with them. For example, if your business caters to stay-at-home moms the following points probably summarizes their responsibilities: They’re stay-at-home moms with one or more children They do the cleaning, cooking, help with homework They take the kids for extra-curricular activities By understanding where your ideal Avatar is coming from your sales copy can target them. For example: “Are you frustrated with being the chaperon, the cook, the maid all these different things and you want to find your identity again? Have you had this desire to be a business owner in the back of your mind but you're not quite sure how you can balance it all out with all of the motherly duties that you have? Well, here's your solution. How would you like to work from home, be able to create the same level of income you probably did before you had children and do it part time so that it doesn't compromise your family schedule.” Because you understand who you’re talking, it really becomes very easy. Identify Your Target Market The first thing you have to do is identify your target market. You do this by answering: What is the product or service that you're selling? Who are the people that want to buy it? If you’re selling a golfing service you might be helping people improve their stroke. Your message will obviously be targeting people who play golf. This is not a one-size fits all business - not every product is for everyone. Don’t waste time being generic and trying to sell to everyone. Linking Your PFP’s to Your Target Market In the last article we talked about writing down your PFP’s – your passion, fears and problems. Your PFP’s are going to help identify your target market because your Ideal Avatar is someone just like you. When you identify what drove you to this industry you’re going to want to share that with your target audience. As you start documenting your ideal business, the ideal product (i.e. the solution) you’re going to formulate your target market because they’re looking for the same solution. Talking to Your Target Market, The Fun Way Once you have your target market, you need to talk to them in a fun way. It all needs to be catchy and still drives the message home. Take for example security commercials like Lifelock. Lifelock is a credit protection program which prevents people from stealing your identity. In their commercials, they don’t talk about themselves. Instead, they show someone at a department store giving your information, opening a store credit card and basically charging everything to you. The commercial creates fear, a key way to get people to purchase things. Intro to Lead Generation and Traffic Spy Once you identify where your target market is, who they are and where they usually go you need document ways to connect with them. Stay-at-home moms usually spend a lot of time on Facebook, Twitter, Pinterest and Instagram. These are the things you need to learn about which we’ll talk about in the next article. Action Steps The things you want to do before moving on are: Think about your Ideal Avatar. Who are you? What your passions, fears and problems were. What do you look like, i.e. What do you want? What are the desires that you have? What are the benefits that you need in your life and how does the product that you want (i.e. this business opportunity) connect with it? How will it fill the need you have that has you in this industry? The two points above will lead you to how your target market feels the same way as you. Don’t forget to connect with us if you haven’t already. We’ve got lots of discussions and additional tips for you to start earning money the fun way. We have our newsletter and Fanpage. And do spread the word and consider partnering with me on www.MakeMoneyWithNicole.com too!
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