Potential Clients: You Don't Sell Because You Don't Think Like Them

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Those of us who are immersed in the world of digital marketing, SEO and e-commerce often forget that our behaviors, knowledge and digital actions are not the same as those of the group we are targeting: potential customers. Your perspective on them may be wrong, or very limited, if you base your assumptions on your own behavior, instead of that of the people you are trying to convince.

Fish where there are fish
By now you should know who your ideal client is, your target netherlands phone number example person. But who are these people? What drives them? What interests do they have? What social networks do they use? What communities are they part of?

It's very important to know the audience you're targeting with your marketing efforts. And the best way to do that is to ask. Ask, don't assume. Don't assume that your potential customers like or are interested in the same things you do. Survey them on your website, or through your mailing list. Call them on the phone. Get informed.

[Tweet “It is very important to know the target audience, and the best way to do it is by asking #Ecommerce”]

The more information you have about your target consumer market, the more focused your marketing efforts can be. For example, in the online world, the age of digital buyers is a topic that matters. Millennials are a highly coveted demographic for marketers in virtually every market, and e-commerce is no exception. This is no surprise, as this age group (21-34 years old) has grown up in the digital age.

According to an international study by Nielsen , those who intend to make an online purchase, or have already made one at least once, are overwhelmingly millennials. With almost 53%, compared to 27% of Generation X, this generation clearly dominates the online shopping market.



[Tweet “With almost 53%, #Millennials are the ones who buy the most online”]

Knowing the age range we are targeting is just one way to improve our marketing efforts. Knowing where they are from is another very important piece of information.

Latin American consumers are very enthusiastic digital buyers, but the infrastructure of online stores in the region has not advanced at the same time as them. There are many barriers that currently slow down or limit the ability of Latin American buyers to buy online. Such as Internet access, shipping costs, high customs taxes, and various logistics problems with shipping. All of this leads users, many times, to research products on the web, but ultimately buy them in physical stores.

Download the free e-book “Ecommerce Marketing in LATAM:  How to Gain a Competitive Advantage in a Threatening Market.” Click Here

 Thinking two moves ahead
One thing I learned from chess is to always think two or more moves ahead and not just react based on what my opponent does. In other words, you must anticipate the needs of your potential buyers and offer them what they want even before they themselves know what they want or that they need you .



For example, tech-savvy consumers have already embraced the ease of online shopping from the comfort of home . But few (compared to the total market) still shop via their cell phones. You need to be ready now, if you aren't already, before they realize they're missing that sales channel that can make their lives even simpler.