TCM #020: 3-Steps To Identify Your Ideal Customer Avatar
Read time: 4 minutes
Hey one & all 👋 – Tom here.
Happy Saturday to 1,002 motivated ecommerce entrepreneurs.
(Legitimately its a little crazy to me that 1,000 of you now subscribe to this – appreciate you a ton.)
Below is your weekly one short tip on marketing and revenue growth for your ecommerce business.
Enjoy & please hit reply if I can help in any way.
Last week a few of you asked me for a few more tactical pieces. Let's have it.
I love ya'll, but... if there's one thing that I see too many of you missing out on (including some of you who are already making bank), it's understanding WHO your Ideal Customer Avatar (ICA) is.
I don't want to hold anything back, so let me give you the whole blueprint that you can then use to fuel your marketing engine, foster deeper connections with your customers, and it may just be the secret sauce to expanding your revenue.
Unfortunately, a bunch of Shopify and ecommerce champs consider deciphering their ICA as optional – kinda like whether to have a side of fries with their burger.
Here's the thing: knowing your ICA isn't a side of fries, it's the whole darn burger!
Now, why do some of our entrepreneurial comrades struggle to nail their ICAs?
- They're head over heels for their product (not a bad thing) but forget there's an actual person at the other end.
- The thought of focusing on a niche scares them into believing they'll miss out on other customers (FOMO, much?).
- They feel like a kid in a candy store – too many potential customers to choose from.
- They underestimate the power of personalisation in this digital era.
Fear not. Let's hurdle these obstacles and unlock the treasure chest that is understanding your ICA.
Step 1: Build Your ICA Profile.
This step is as crucial as your morning cup of joe. (Not a paid plug but I've been drinking NooWave all year and freaking adore it.)
Think about your ideal customer as a real person. Picture their likes, dislikes, motivations, fears, desires – the whole shebang. Don't be shy about getting into the nitty-gritty.
I have an exercise where I literally write out a journal entry as though I was them. (I know some of the Ecom OS members think that one's a little cray.)
There's a brief example at the bottom of this email.
Step 2: Refine Your Marketing Approach.
This is where a few folks stumble, like tripping over a rogue Lego piece. The error here is assuming one marketing strategy will work for everyone.
You need to create content that will cut through the noise and talk directly to a person, to the individual you profiled in Step #1.
Make your ICA feel like they're a VIP – like it was created just for them – your only customer.
They should feel as though they just found 'home'.
Step 3: Solve Your ICA's Problems.
Finally, we reach the critical end goal.
Your products should be the ultimate solution to your ICA's problems because you're anticipating them ahead of time.
When you align your value propositions with their deep-rooted and emotional needs, you'll have won half the battle.
By knowing who you're selling to, building a list of 2-5 products your ICA buys becomes easy.
Summary
Figuring out your ICA might seem like trying to solve a puzzle blindfolded at first.
But break it down into these simple steps, and it becomes straightforward, insightful and impactful – something you can refer to daily to make sure you're always building with your ICA front and centre.
Remember: You're not just peddling a product – you're solving problems for an individual person on an emotional level.
Grab the reins and get started on defining your ICA.
This Week’s Action Step
If you're at the starting line, set some time aside to shape your ICA profile this week.
If you've already started, give your current marketing and product strategy a once-over. Is it fine-tuned to your ICA?
---------------------
An Example ICA Profile:
Demographics:
Name: Sarah
- Age: 35
- Occupation: Mother (with an additional part-time job)
- Family: Married, mother of two
- Lifestyle: Health-conscious, fitness-oriented
- Financial Behavior: Frugal but willing to invest in premium health, wellness, and fitness products
Psychographics:
- Values: Balanced and healthy lifestyle, self-care, quality in products, health, and community
- Interests: Pure Barre fitness classes, healthy meal preparation, organic and locally sourced products, reading, meditating, and self-care activities
- Beliefs/Attitudes: Believes in the importance of self-care alongside motherhood; believes in investing in quality, health-focused products; advocates a balanced lifestyle amidst parenting duties
- Challenges: Balancing parenting duties with personal self-care and health maintenance
- Role in Social Group: Health and wellness influencer among her peers
Bio:
Sarah, a dedicated mother of two, is passionate about living a balanced, healthy lifestyle. She enjoys Pure Barre classes, which provide her with both physical fitness and a supportive community. Known for her ability to manage the demands of parenting while also prioritising self-care, she is seen as a 'health maven' among her friends. Sarah advocates the importance of healthy living and self-care to her peers, sharing her experiences and tips on juggling health, fitness, and parenthood. She values quality and is willing to invest in premium health and wellness products. Despite her frugal nature in other aspects of her life, she doesn't hesitate to spend on things that cater to her needs as a health-conscious mother. Her loyalty lies with brands that reflect her own values of health, quality, and community.
---------------------
That's all for today. Catch you next week or inside the community!
Cheers!
Tom
P.S. Have a topic you'd like me to cover in the next newsletter? Let me know. I'm all ears. 📬
P.P.S. Ready for more? Here's how I can help you level up your ecommerce game:
- The Ecommerce OS: This is my go-to system for skyrocketing from $0 to $1M in revenue (while staying profitable). (Newsletter subscribers get an exclusive 50% off.)
- Team up 1:1: Together, we'll outline your goals, craft a knockout strategy, and create a tactical action plan to supercharge your Shopify store. (Join 200+ clients who have already upped their ecommerce game.)
No longer feeling this newsletter? No worries. Feel free to hit that reply button and tell me your honest feedback, or you can hit that unsubscribe button below. I promise, no hard feelings.
On the flip side, if this newsletter brings you value, I'd be over the moon if you'd spread the love online with a sweet shoutout or forward this to a friend.
Catch you next week or over on Twitter.
