Target Customer How to Know What They’re Thinking Before They Think Itdn9lu4lqda9r4.cloudfront.net/e-learning-marketing-system/... · 2019-09-10 · How to Know What They’re Thinking

HOW TO BUILD A MULTI-MILLION DOLLAR

BUSINESSYour Step-by-Step Marketing Roadmap

Target Customer

How to Know What They’re Thinking Before

They Think It

TABLE OF CONTENTS(CLICK TITLE TO NAVIGATE TO PAGE)

Copyright 2017 E-Learning Marketing System™

HOW TO KNOW WHAT THEY’RE THINKING BEFORE THEY THINK IT

INTRODUCTION ............................................................................................................................................ 1

CASE STUDY: PORTRAIT PHOTOGRAPHER ................................................................................... 2

TARGET CUSTOMER PROFILE – THE EMOTIONAL COMPONENT ........................................ 4

WANTS VERSUS NEEDS .......................................................................................................................... 7

DEVELOP THE EMOTIONAL PROFILE ............................................................................................. 10

CASE STUDY: CHILD CARE ................................................................................................................... 12

LEARN HOW TO THINK LIKE YOUR PROSPECTS THINK .........................................................14

DEFINE YOUR NICHE ...............................................................................................................................16

CHILD CARE SUMMARY ..........................................................................................................................19

CASE STUDY: BUSINESS COACH / CONSULTANT ......................................................................21

HOT BUTTONS ARE THE KEY .............................................................................................................24

THE SECRET TO SMALL BUSINESS SUCCESS .............................................................................27

EXERCISE .....................................................................................................................................................29

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How to Know What They’re Thinking Before They Think It

Copyright 2017 1 E-Learning Marketing System™

This presentation will continue our process of developing your Target Customer Profile, one of several critically important business fundamentals that directly impact the ultimate success of your business.

We previously discussed the importance of knowing and understanding your target customer’s physical profile. Their profile identifies their physical compo-nents such as age, income and marital status. In this presentation, we want to discuss another far more important component in the target customer equa-tion, and that’s their emotional profile.

The emotional components that define your target customer can help you to thoroughly understand what it is that they want. A quick example will highlight the importance of this for you.

INTRODUCTION

NOTES: (click below to add)



One of our previous clients is a portrait photographer. He had enjoyed a thriv-ing business for many years, but he always thought that his clients valued his photography because of his fast turnaround times, his low prices, and his technical expertise. One day he did something that 99% of all small business owners fail to do; he actually surveyed his target customers. He actually asked them why they did business with him.

When he completed his interview process with several of them, he discovered that his customers hardly ever mentioned the benefits such as low price and turn-around times. The number one thing they said they valued was his creativity.

PORTRAIT PHOTOGRAPHER




This example illustrates why it’s critical that you understand what motivates your customers to buy what it is they want and need, and then market to them based on those wants and needs. Let’s be honest, at various stages of life, everyone needs a portrait photographer. Parents feel the need to capture their children’s pictures as they celebrate birthdays and special events. Since these parents need a photographer, most of them shop around for a photographer that offers the lowest price.

That’s very typical of prospects that NEED a product or service. They’re usually price shoppers, plain and simple. So ask yourself this, is that the market you want to serve? Are those the prospects that will satisfy your burning passion, providing your life’s work to clients that don’t care about your skill and expertise, and will never appreciate the true value you provide to them?

Fortunately for our photographer, he had created value for a specific group of customers that WANTED what he offered. In this case, creativity. His business attracts a special group of customers that want one-of-a-kind photographs that only photographers with imagination and a willingness to throw caution to the wind are capable of producing. To his select group of customers, price doesn’t enter into their decision. They value what they WANT, and they’re willing to pay extra to get it. These customers can be identified by their emotional profile.

PORTRAIT PHOTOGRAPHER




So in this presentation, we’re going to focus on the development of the emo-tional component of your target customer profile.

Previously, we outlined the basic components of the target customer profile. Let me briefly recap why a target customer profile is so important for your business, and how you will use it to build the business you’ve always wanted.

In our prior presentation, we discussed the first of four components that will help you identify and find your target customers. This involved identifying the physical profile of all human beings on the planet who might have a need for what you sell, either now or sometime in the future.

TARGET CUSTOMER PROFILETHE EMOTIONAL COMPONENT




This is great information for you to have since you can use this information to locate your target customers when you begin to implement your marketing program. However, the simple truth is this. The physical makeup of your target customer is responsible for only 10% of the success equation for small business owners. The reason for this low percentage has to do with the way human be-ings make decisions. They buy based on their emotions.

That means that 90% of a small business owner’s success will be determined by how accurately they define their target customer’s emotional profile. When you know and understand human emotion, you can then predict with much greater accuracy exactly what it is that your target customers want.

By developing an emotional profile of your target customers, you will reveal specifically what it is they want, and then you can innovate your business to give it to them. The emotional profile identifies their hot buttons, which are emotion-ally compelling problems, frustrations, fears and concerns that your prospects have when they go to buy what you sell.

The physical profile you completed earlier only defined the prospects who have a logical NEED to use your product or service, whereas the emotional profile de-fines the prospects who have an emotional reason to buy. In other words, they actually WANT what you sell.





Your prospects are searching for solutions to what’s bothering them emotionally. If you provide the solution they want, and you offer the most value when com-pared to your competition, they will buy from you every time. Always remember that everyone wants the best deal. That doesn’t mean the lowest price. It means the most value for the price they do pay. Your prospects are willing to pay twice the price your competitors charge providing you offer four times the value.





It simply comes down to wants versus needs. When you need something, you’re making a logical decision. When you want something, you make an emotional decision. Wouldn’t most people love to own a Lamborghini? They sell for some-thing like $300,000. No one on the planet NEEDS a Lamborghini, but a lot of people want one.

The formula for small business success is actually an easy one. Find your target customers who want what you sell, make sure you have an innovative solution that offers them the most value, and then position your compelling marketing message in front of them announcing your solution while removing the risk for them to experience it for themselves. It really is just that simple.

WANTS VERSUS NEEDS




But here’s the problem. If I asked you to describe to me the physical differences between the customers who need what you sell versus those who want what you sell, you would find it all but impossible to do so. That’s because physically both groups typically look exactly the same.

You previously identified the physical traits for your target customers. The physical profile only describes the physical components of the available uni-verse of human beings who NEED what you sell. If you sell to consumers, demographics identify their gender, age, marital status, employment status, income level and so on.

If you sell to other businesses, demographics identify their annual revenue, the part of the country they’re located in, their corporate structure, the number of people they employ, the number of years they’ve been in business, the product or service they sell, and the number of branch offices they maintain.

These are all physical components, and the problem is that physically, consum-ers and businesses all look alike when you compare target customers with the general public. The real difference lies in knowing and understanding their emo-tional makeup.

Small business owners want to position their business in front of only those cus-tomers who want what they sell, those unique individuals who are emotionally drawn to their product or service. Place your marketing message in front of them, give them a risk free way to experience what you offer, make sure your product or service provides them with the solution to their problem, make sure your solution offers the most value, and you’ll have a client for life.

WANTS VERSUS NEEDS




The key again is to focus on what they “want,” and that revolves around their emotional profile. That’s why we previously said that when it comes to small business success, the physical profile is responsible for 10% of the success equa-tion, and the emotional profile accounts for 90%. Right now you may be think-ing that this sounds like an impossible mission to undertake, but in reality, this is a very simple process.

But what’s even better is that once you master this process, you’ll be able to effectively generate all the leads you want and attract as many clients as your business can handle. But like any process, there is a step-by-step approach you need to follow in order to do this properly. You’ve already completed step one when you developed the physical profile for your target customer. We provided you with a Profile Summary Form so you could record that information.

WANTS VERSUS NEEDS




The emotional profile is one of the most critically important steps in the process, since it begins the actual process of separating your business from your compe-tition. In marketing today, all small business owners are trying to be all things to all people, believing they need to cast the widest net in order to land the most prospects. Nothing could be further from the truth.

DEVELOP THE EMOTIONAL PROFILE




When you try to be everything to everyone, you become nothing to no one. You fail to differentiate yourself from the pack, and you simply blend into the land-scape. We previously discussed the fact that there are three elements required for any business to be successful. Every business must stand out from the crowd, it must be unique. It must offer exceptional value, and it must be able to commu-nicate its uniqueness and value. If you offer the same thing as all of your compe-tition, then you’re not unique. And, you’re certainly not offering your prospects extraordinary value.

With none of these components in place, you have nothing to communicate to your prospects that will be emotionally compelling to them. You simply look like your competition, and you’re doomed to forever compete on price.

When you target a specific customer profile, you break away from attempting to be all things to all people. When you do that, you make your business unique. It stands out from the crowd. But as we continue to build on this process, we’ll also help you to acquire the ability to create exceptional value as well. Then it’s a simple process to create compelling marketing and advertising that clearly communicates all of this to your target customers.

So far, you’ve only defined the physical profile that makes up your target cus-tomers. So let’s now turn your attention to the emotional profile. Let’s help you blow the lid off this process by uncovering what your target customers really WANT from a business like yours. Let’s look at our previous examples we used to define the physical profile for your target customer.

DEVELOP THE EMOTIONAL PROFILE




Let’s begin with our child care example. Demographically, we said the ideal child care client could be either male or female, 21 to 45 years old, single or married, 1 to 3 kids between the ages of 3 months up to 5 years old, employed outside the home and has an annual income somewhere between $20,000 and $250,000 per year.

So essentially, all human beings on the planet with kids under 6 that work and don’t have friends or relatives that can watch them during the day NEED the services of a child care facility. That’s their physical makeup, but what is it that they WANT?

What is their emotional profile? What problems, frustrations, fears or concerns are they feeling as they contemplate placing their child in the custody of strang-ers? What would you be experiencing emotionally if you were in their shoes?

CHILD CARE




By the way, don’t take this exercise lightly. This may be by far one of the single, most important exercises you will ever perform for your business that will be directly responsible for either its success or its failure. If you only spend a few minutes completing this exercise, your business may end up paying a heavy price.

Every small business owner must develop the ability to step into the actual shoes of their target customer. This may be one of the most important skills you will develop that can have a major impact on your business’s bottom line. In fact, your entire marketing program rests on the outcome of this one exercise, so I encourage you to play full out and give this your all.

CHILD CARE




You must learn how to tap into their mindset and feel what they are experienc-ing on an emotional level. You must know and understand what their hot button issues are. What are the problems, fears, anxieties, frustrations and concerns they face as they try to decide whether or not they will buy what you sell, as well as if they’ll buy from you or your competition?

In child care, look at the physical profile process we asked you to follow. We asked you to consider three different types of clients. We requested that you begin with your youngest possible client, then a client that fell in the mid-range age bracket, and finally a client in the upper age bracket.

LEARN HOW TO THINK LIKE YOUR PROSPECTS THINK




The reason for this segmentation is simple. These different segments will typi-cally want different things from your business. In child care, they definitely want different things. Let me explain.

Let’s say you’re a parent, 21 years old, and you and your spouse just had your first child who is now 3 months old. You both work all day, and you have no one you can rely on to watch your child. You’re both young and have just entered the workforce. You both find yourselves in entry level jobs, making entry level wages. In fact, you’re combined annual income is only $40,000.

So what do these young kids WANT from a child care facility? What’s going through their minds as they contemplate leaving their precious newborn with complete strangers for 8 hours each day? What are they feeling emotional-ly? What fears, frustrations or concerns are racing through their minds? What would you be feeling and thinking if you were in their position? Are you begin-ning to see WHY this is one of the single, most important skills you can acquire as a small business owner?

If you can train yourself to think and feel the way your target customers think and feel, and then innovate your business so that you give them what they want to overcome their fears and concerns, they will instantly buy what you sell, and keep coming back for more.

You have an entire universe of prospects that NEED your product or service. But within that vast universe you have different segments that WANT different things. You MUST identify every single one of those WANTS, and then select the one that you have a passion for serving.

LEARN HOW TO THINK LIKE YOUR PROSPECTS THINK




That one area is often referred to as a niche market. If you will perform this exercise to the best of your ability, you will quickly be able to identify all the available niche markets for your target customers, and then select the one that’s right for you and your business. But first we need to identify all of those various WANTS that exist within your available universe of prospective buyers.

So consider your plight if you were a young parent with a newborn baby, and the only option you had was to leave your child with a child care facility. What would you want from that facility? Now remember, as a young parent you prob-ably don’t make much money. Based on that fact alone, most young parents WANT child care that’s extremely affordable, basically a glorified babysitting service. The cost of the child care will typically be their main consideration. That will tend to be their major hot button.

DEFINE YOUR NICHE




But what if you were older, let’s say you’re a 30-year-old parent with a child in the age range of 3 months to 3 years? You have just received a major promotion in your company, and your new position comes with a hefty raise. You just went from a $45,000 a year income to $70,000. For the first time in your life, you now have some discretionary income. The first thought for most parents now turns to making a better life for their child. So think for a moment, what would you WANT from the child care facility where you leave your precious child 9 hours every workday?

Well, since the child is 3 years old or younger, most parents of young kids WANT specialized child care. They want the staff at the facility to show their child extra love, care and attention. They want each staff member to treat their child as if it were their very own. They would also be willing to pay more to acquire that type of child care. After all, if you were in this same position, wouldn’t you want these things for your young child?

The younger kids could never afford this type of upscale child care facility, so af-fordability will typically be their main consideration. But for the 30 year old par-ent who now finds themselves in a much more affluent situation, finding child care that specializes in providing close supervision along with a loving, caring and nurturing environment becomes their number one hot button.

But what if you were in your 40’s and made an executive level income? What if you were a 40-year-old business owner or executive making a comfortable mid 6 figure salary, and your child was 3 to 5 years old? Would you WANT some-thing different from child care than our previous two examples?

DEFINE YOUR NICHE




Again, put yourself in their shoes. Their child is older and school is rapidly ap-proaching. Most parents begin to think in terms of education. They would love to see their child receive some form of preliminary education that may give their child a head start on pre-school. If you were in this situation would you prefer a child care facility that offered beginner reading skills, beginner math skills, or possibly basic computer skills as options for parents to enroll for?

If you agree, and educating young minds stirs a passion in your soul, this would be your big opportunity to innovate your daycare and begin to offer parents this unbelievable, one-of-a-kind option. Your child care facility could even offer a written guarantee that all children in this program will be reading at a first grade level before they enter kindergarten. Think parents in this specific situation just might be interested in a child care facility like this for their older kids?

DEFINE YOUR NICHE




But here’s the whole point behind this exercise. When it comes to child care, there’s a universe of prospects that NEED it, but within that vast universe lie a multitude of prospects with situations they specifically WANT, and those wants are heavily tied to their feelings and emotions. They are basically divided into these three specific and highly defined segments. That’s why the next step in our process to identify our target customer involves carefully defining these segments, often referred to as niche markets. We must identify the specific seg-ments that define the emotional desires of our prospects. What is it they really want from our product or our service?

CHILD CARE SUMMARY




For child care, there are 3 distinct and completely different niche markets that define this industry; affordability, a nurturing, loving environment and educa-tional opportunities. Identifying these upfront offer the smart business owner a major opportunity to create a business that stands out from their competition and can quickly dominate their entire market. This will be the subject for our next presentation.

CHILD CARE SUMMARY




This same situation applies to a business coach or consultant. Their job is to help small business owner’s build their dream business. We previously identified their target customer’s physical profile like this. They focus on small business owners.

These small businesses may be in start-up mode. Or they may be established businesses with a year or two under their belt but they aren’t pleased with their growth rate. They may want to develop faster. Or they may be stuck at a specific income level and are now frustrated by their lack of ability to move their busi-ness off this plateau. Or they may find themselves in major financial trouble and fear going out of business.

BUSINESS COACH / CONSULTANT




These small businesses typically have 20 or fewer employees. If they’re a start-up, they must have a viable concept, meaning they must have an established business plan in place for the coach or consultant to use as a roadmap.

For the typical small business, their gross revenue seldom exceeds $3 million. So when the coach or business consultant describes the physical profile for their available universe of prospects, it’s essentially every small business under $3 million in annual revenue. Today, that equals about thirty million businesses in just the US alone.

But emotionally, what do those 30 million businesses want from a coach or a business consultant? What are the problems, frustrations, fears and concerns that are affecting them emotionally? What is it they want a consultant to do to solve their hot button issues?

Let’s take them in order. The startups and the businesses that are 12 months old need to generate leads and increase cash flow, fast. For most of the businesses fitting this profile, they’re in the fight of their life just to keep their doors open. These businesses are simply looking for a way to make payroll week to week. Increased revenue and cash flow are their top hot button issues.

The 5 year old mid-size business with $1 million in revenue and five to fifteen employees wants the coach or consultant to help them grow their business to the next level. They want a process put into place that allows them to operate their business with total and complete confidence and certainty. They want to know if they aren’t there that others can step in and know exactly what to do and when to do it.





The larger and older businesses usually have working systems and processes already in place. They have documented company policies and procedures, and a staff that’s typically well trained in executing those procedures. They have marketing that typically generates an adequate number of leads and revenue month to month. This business owner wants the coach or consultant to help them replace themselves so they can spend more time with friends and family instead of living at work 24/7 in order to ensure their business doesn’t implode if they aren’t there.

Are you starting to see a pattern forming here for businesses selling to both consumers and businesses? In each and every case, there’s a massive available universe of prospects that NEED what these specific businesses sell, but within that vast universe lie specific emotional profiles that divide them into specific niche markets.





Unfortunately the vast majority of small business owners never take the time to go through this profiling process and carefully identify their prospects hot but-tons, and how they can benefit their business by innovating around those hot buttons so they become the only business that offers these specific prospects exactly what they want.

They never consider the best ways to address those hot buttons, let alone how they can communicate to their target customers and prospects that they have innovated their business and now offer the solution they seek.

HOT BUTTONS ARE THE KEY




It’s every small business owner’s job to identify and define the most important hot buttons that top their prospects list. You must identify the top things pros-pects want from your business that leads them to look to you for a solution to their problems, frustrations, fears or concerns.

The smart small business owner will list all of their target customer’s emotional components, and then select JUST the one that resonates the most with their passion. This means selecting your specific niche market, and that will be the focus of our next presentation.

But let me stress again why this is so important to the future growth of your business. All of your prospects today want to feel special. They want to feel as though they’re working with “the expert” and that you can help them solve their problems, concerns, fears and frustrations for good.

They’re tired of look-alike, sound-alike businesses that all offer the exact same product or service that for the most part doesn’t even come close to giving them what they truly want. In other words, they’re desperately looking for a business that stands out from the crowd, one that’s truly unique.

They want a business that understands them, gives them what they want, and in the process, offers them exceptional and extraordinary value. And if you provide them with such a business, they’ll reward you by gladly paying you a higher price for what you sell, as long as the value you now offer justifies the price they pay.





And finally, they want you to communicate with them in a loud, clear and eas-ily understandable voice. They want your message to clearly communicate to them that you are different and you do offer exceptional value. They’re tired of searching for these types of business, and they will appreciate your clear, con-cise message that doesn’t play games but instead highlights the benefits you provide specifically for them.

And for the business that provides these three major elements, you will see prospects show up in droves. The business that stands out from all others by be-coming unique, offering exceptional and extraordinary value, and clearly com-municating those benefits to their prospects will literally dominate their entire niche market.

If I call 10 personal trainers looking for one to help me add lean muscle mass, and all of them tell me they can help me do whatever I want, lose weight, add muscle, feel better or have more energy, then they’re trying to be everything to everyone, and as a result, have become nothing to no one.

But if you call me, and I tell you that I specialize in just one thing, helping people over 40 add 10 pounds of lean muscle mass within 30 days through a special-ized, proven and tested workout program that only I provide, I have just sepa-rated myself from all other trainers.

I’ve made my business unique and simultaneously created massive value to these individual prospects that are specifically looking for this type of trainer. All that’s left is for me to effectively communicate that message to my target prospects, and believe me, they will come running.





Are you beginning to understand why the emotional profile is 90% of the small business success equation? The emotional profile identifies what your ideal cli-ents really WANT when they go to buy your product or service. And when you give them what they want in a unique way that’s loaded with value, you’ve just made your business the no-brainer choice. This is how we help small business owners all over the world.

This is also the process we use to help these small business owners reach the million dollar revenue level, and beyond. Building a multimillion dollar business is NOT rocket science. Anyone with a passion for what they do, and who is se-rious and committed to building their business, can do it. The process we’re teaching you is a step-by-step, almost paint-by-numbers approach to building a successful and highly profitable business.

THE SECRET TO SMALL BUSINESS SUCCESS




It all starts with developing your target customer profile. Your job is to first identify the physical profile for your target customer, and then identify their emotional profile so you thoroughly understand their hot button issues.

Some prospects may only have one hot button. Others may have ten. If you’re passionate about serving the prospect with the one hot button, that automati-cally becomes your niche market. If there are multiple hot buttons, then your job is to select the one that you have a true passion for serving, and make that one hot button your niche market. We’ll work on this during our next presentation.

THE SECRET TO SMALL BUSINESS SUCCESS




But for now, stay focused on identifying your prospects hot buttons. I want you to go back and review your physical profile, and then create a list where you ask yourself, “when it comes to my product or service, what could the prospects in my physical profile possibly want that would compel them to buy what I sell? What are the possible problems, frustrations, fears or concerns that actually exist for my product or service?”

Using the examples in your workbook as a guide, transfer both your physical and emotional profiles into the worksheet in your workbook. List the physical traits in the box at the top and the emotional traits in the box on the right. Check out the examples for guidance.

EXERCISE


BUSINESS-TO-CONSUMER (B2C)PHYSICAL PROFILE

Business Name: __________________________________________________

Address: ________________________________________________________

City: ___________________ State: ____ Zip: _______ Country: _______

Phone: _________________ Email: __________________________________

1. Marital Status: Single Married Separated Divorced Widowed

2. Gender: Male Female 3. Spouse/Partner: ___________________

4. Age: _____ 5. Birthday: __________ 6. Children: ________________

7. Yearly Income: $0–$25,000 $25,001–$50,000 $50,001–$75,000

$75,001–$100,000 $100,001–$125,000 $125,001+

8. Education Level: ________________________________________________

9. Job Title / Position: _____________________________________________

10. What are their typical buying patterns? _____________________________

11. What do they purchase prior to what you sell?

12. What related products / services do they purchase?

Notes:

(Month / Day)



If you struggle with this exercise and have a hard time coming up with the hot buttons for your target customer, then try talking to them. Approach your cur-rent customers, or prospects if you have no current customers, that you person-ally feel fits your description of the perfect target customer. Then ask them to tell you their biggest problem, frustration, fear or concern they have when they buy what you sell.

EXERCISE

TARGETED CUSTOMER PROFILE

Revised Physical Description

Physical Description

Emotional Description

Your Niche Market

Which want meets your “Passion”?

What do they Want?




Even if you believe you DO know what their hot buttons are, consider verifying them with your target customers. You may discover you were 180 degrees off, or that you had their hot buttons listed in the wrong order of priority. Most small business owner’s list low price as the typical prospects number one hot button, only to discover after speaking with their clients that price was one of their least concerns.

EXERCISE




Let’s quickly recap what we’ve covered in this presentation. Our main purpose was to get you started with developing a solid foundation that you can now begin to use as you build a highly successful business. That foundation demands that you identify and understand who it is that represents your target customer.

We highlighted the two major factors that will help you to identify your target customer, their physical profile and their emotional profile. Their physical profile makes up only 10% of the small business success equation since it identifies the available universe of prospects who NEED what you sell.

RECAP

INTRODUCTIONCASE STUDY: PORTRAIT PHOTOGRAPHERTARGET CUSTOMER PROFILETHE EMOTIONAL COMPONENTWANTS VERSUS NEEDSDEVELOP THE EMOTIONAL PROFILECASE STUDY: CHILD CARELEARN HOW TO THINK LIKE YOUR PROSPECTS THINKDEFINE YOUR NICHECHILD CARE SUMMARYCASE STUDY: BUSINESS COACH / CONSULTANTHOT BUTTONS ARE THE KEYTHE SECRET TO SMALL BUSINESS SUCCESSEXERCISE




The emotional profile makes up the remaining 90% of the success equation by identifying who WANTS what you sell. These emotional traits are also known as hot buttons. The reason the emotional profile makes up such a large percentage of the success equation has to do with the fact that human beings buy based on emotion, they only use logic to justify their purchase.

Once you identify and understand their emotional profile, you will know how to compel them to buy from you by appealing to their emotions. When you hit your prospects hot buttons, they will instantly pay attention to your message. They will be compelled to buy what you sell because you have selected that specific niche market to serve, and in the process, innovated your business so you are the only one who can solve their major problem, concern, fear or frustration.

Creating your very own emotional profile is the key step when you begin to implement your marketing program, a marketing program that will consistently generate excellent results by conveying compelling information that reaches your prospects emotionally.

So take your time and complete the physical and emotional profile assignments. Use the example businesses in your workbook as guides, and then record both your information on the worksheet in your workbook.

RECAP

INTRODUCTIONCASE STUDY: PORTRAIT PHOTOGRAPHERTARGET CUSTOMER PROFILETHE EMOTIONAL COMPONENTWANTS VERSUS NEEDSDEVELOP THE EMOTIONAL PROFILECASE STUDY: CHILD CARELEARN HOW TO THINK LIKE YOUR PROSPECTS THINKDEFINE YOUR NICHECHILD CARE SUMMARYCASE STUDY: BUSINESS COACH / CONSULTANTHOT BUTTONS ARE THE KEYTHE SECRET TO SMALL BUSINESS SUCCESSEXERCISE




Next, we’re going to help you select your niche market. This is where you begin to separate your business from your competition. This is where you establish your unique position in the marketplace.

Remember that a primary goal for the E-Learning Marketing System is to help you quickly develop the processes that will bring more revenue into your business.

So until next time, here’s to your success.

NEXT PRESENTATION


WEEK #5

YOUR COMPANION VIDEO LESSONHOW WE KNOW WHAT YOUR PROSPECTS

ARE THINKING BEFORE THEY THINK IT

FIND ALL YOUR LESSONS IN THE E-LEARNING WEEKLY SERIES SECTION OF YOUR MEMBER SITE

HOW TO BUILD A MULTI-MILLION DOLLAR

BUSINESSYour Step-by-Step Marketing Roadmap

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Target Customer How to Know What They’re Thinking Before They Think Itdn9lu4lqda9r4.cloudfront.net/e-learning-marketing-system/... · 2019-09-10 · How to Know What They’re Thinking