WHICH AVATAR BUYS MORE SOAP?
It was a glorious day.
And Tommy O’Shea was about to get a big surprise.
With great pride, he took the huge ring of keys from old man Edwards. The factory was now his. He was finally in business for himself. A lifelong dream fulfilled.
The very next day, he took to the phones and the internet, buying all the equipment and materials he was told he should buy to get started. Money was of little concern now. He’d borrow more if he had to.
After all, he was not “spending” money. He was investing it. In his future. The money would all come back once sales started coming in.
He hired ten eager men. All fit and ready to begin.
The foreman looked around at all the shiny new equipment.Piles of cardboard boxes, stacked and still unopened.
“What shall we make Tommy?”, he said in earnest.
“Who shall I call?”, said the salesman.
Tommy stared back with a most vacant look.
He hadn’t a clue. He’d been so busy getting ready to BE in business that he forgot to define who his customer actually was and what they would need.
He just knew that people were buying soap and he wanted to make it!
It’s the classic reason why most businesses fail in the first few years. Lack of focus.
Instead of creating a business which solves a clearly defined problem or need, a solution is manufactured and THEN the business goes searching for someone who needs it. A perilously tough row to hoe.
Who IS your ideal customer? What does he or she need.
Are they a he, or a she?
You can’t be all things to all people. You can’t solve every problem, for every person with your product. The more closely you can define your best prospect, including the best way to reach him or her, ie. magazine ads, Facebook ads, postcards, seminars, the better off you’ll be. The more successful you’ll be.
So, who is your customer?
What do they need or desire?What problem or problems do they have?
Dry skin? Oily skin? Acne?
How old are they? How much money do they have to spend on your product? Where do they hang out?
Are they buying this product already? If so, how is yours better? If they are not buying currently, why not? How will you convince them to change their ways and give you their money for something they currently don’t think they need?
Ask as many questions as you can until you can absolutely picture this ONE best customer in your mind.
This is your AVATAR. You must drill down and keep asking questions, finding facts, until you can picture that very person in your mind. You know all about them.They are real to you. This is your AVATAR, representing the perfect customer for your soap.
“I keep six honest serving-men (They taught me all I knew); Their names are What and Why and When, And How and Where and Who.”
Poet Rudyard Kipling unwittingly offered the best advice possible for getting started in business.
Ask more questions!
What problem does your soap solve and for whom?
And yes, it’s OK if the problem you solve is that there simply isn’t a soap superior to yours in design and color.
You can make the most beautiful soaps in the world, there is probably a ready customer for them. But don’t expect her to come to your table at the fair dressed in skinny jeans with hair up in curlers!
- 1. Know your customer.
- 2. Solve their problem.
- 3. Take that solution to where they gather,
- 4. And tell them you have the fix.
Four simple steps to successful business.
The rest is only details, answered by the questions you ask.
If you’d like 101 soap selling answers to your soap selling questions, grab a copy of my new, Special Report: 101 Ways to Sell More Soap. Click HERE to grab a copy.
If you haven’t a clue what questions you should be asking, you need this more than ever. You’ll find clues to your AVATAR inside.
Tommy screwed up. He thought he knew what he was doing.
You’re smarter now. You know you have to ask more questions. Better questions. You know you’ll need more clarity to be successful.
Will you?
Let’s sell more soap!
– Robert Schwarztrauber
P.S. This Special Report and the proven sales strategies inside can help ANYONE create more income in their business, even if it’s not the “soap business”. Simply by asking, “How can I use this in MY business?”
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