Target New Customers

The first step in finding new customers is to look at your current customers. Most likely, your new customers will be similar to the ones you already have.

So ask yourself these questions and start defining the demographics (facts, figures and statistics) and psychographics (feelings, beliefs, preferences) of your best existing customers:

  1. Do they come mostly from around your neighborhood or do they come from all over the city, the state or the globe?
  2. Do they tend to be in a certain age range?
  3. Do they tend to skew more toward women or men, or are they about equal?
  4. How often do they tend to need your product or service?
  5. Do your customers usually have kids? What ages?
  6. Do most of your customers have a certain income range?
  7. Do they usually own a home or rent?
  8. Are they tech-savvy?
  9. Are there more white-collar people or blue-collar people?
  10. Do they tend to be liberal or conservative?
  11. Is there any common hobbies or passions they tend to share?
  12. If your customers are businesses, do they tend to be small, medium or large?
  13. How many employees do they have?
  14. Is there a minimum gross annual sales they need to have in order to need your product or service?
  15. What kind of businesses are they?

When you know the answers to as many of these questions as possible, you can create a "target customer profile." Then you can use that profile to help decide which types of advertising and where to advertise. You can also use your target profile to purchase lists of similar consumers for direct mail or email marketing.