198
2003
Customer Profile Template: Finding Your ONE Person
198
2003

customer profile templateHow would you like to know EXACTLY what to say in your marketing messaging? To know EXACTLY what sort of blog post to write to generate lots of comments? To know EXACTLY what brand identity you need to have in order to inspire a large group of people and get them to become raving fans?

If you’ve ever wondered what it would take to do this, then chances are you don’t have a critical piece of foundational marketing that you absolutely NEED to have. The good news? You can have it in about one hour from now.

Would you like to know what that is?

I am absolutely certain you have heard, perhaps too many times, about the need to niche and to focus. We’ve talked about that before, so I won’t rehash all those benefits. But I’m here to tell you that even when we niche, we sometimes go about it the wrong way. Specifically, we mess up the very first step, which is to define our audience or target market.

Typically, it looks something like this.

“Women, 27-39, single, educated, income of over $40,000 and who like eating chocolate.”

Or

“Men, 18-28, who sell information products, consulting and/or professional services via a website, have a blog with a small audience and want to increase their organic traffic.”

I pulled both of these out of business plans that were given to me for review (some changes have been made to protect the innocent.) Now, if you are a chocolatier or an SEO specialist, you might be pretty proud of yourself because you’ve narrowed your focus down from “everybody” to this subset of the market.

Is it really narrowed?

Now I don’t know about you, but I do not know any woman who doesn’t like chocolate! :D

So really, how specific are these descriptions? Not specific enough! Both of these “customer profiles” describe a ton of people.  Too many people, in fact. And the more people you try to speak to, the more diluted your message has to be, to reach them all. And the more diluted your message, the more ineffective it will be.

The problem is that we also tend think ‘target market’ when we’re determining our niche, which implies a group of people. I’d like you to stop thinking ‘target market’ and start thinking “customer profiles”, which implies ONE person — the ONE person you exist to serve with your product or service.

You really don’t want to be lots of things to lots of people. You want to be something inspirational to the RIGHT person — the ONE person. And if you inspire that ONE person and enough numbers of that ONE person, then you will dominate that niche.

You need to speak to the ONE person that is your target audience.

Speaking to the ONE person means you’ll never describe your audience as being: “women, 27-39, single, educated, income of over $40,000 and who like eating chocolate” ever again. (There is no individual ONE person who is 27-38 anyway… well, unless it’s my friend Bess whose age has been known to fluctuate in function with the number of eligible bachelors in the room).

No, from now on, it’s “Jane. 30 years old. Bachelor’s degree in the Arts. Works in an account management job she doesn’t like and is currently scoping out a new career. Thinking about getting a Masters degree. Single, having recently dumped a loser boyfriend. Has lots of friends she hangs with watching ‘Sex in the City’ and eating expensive ice cream. She drives a Honda, works out three times a week and goes to the spa about once a month.”

Doesn’t Jane suddenly seem like a real person? Isn’t it a lot easier to know what to say to her?

Only talk to the ONE

I can hear you protest: “But if I talk to Jane, I’m NOT talking to other people, right? Yes and no. You aren’t talking to them directly, but that’s a good thing.

The idea of talking to only one person scares entrepreneurs because they think that that’s the only person that will ever buy from them again. Good grief — not true at ALL!

Let me ask you something. Who buys Apple stuff? Who is Apple’s ONE person. Can you imagine him or her?

customer profilesI’ll bet you conjured up this image: Young, urbanite, hip, tech-savvy, trendy, on-the-go and about-the-town. This is just the persona Apple wants, look at their ad campaigns:

This is the ONE person they are talking to. So if this is the ONE person, how do you explain the fact that I saw a charming grandmother enjoying her iPad at a local coffee shop? Clearly, despite talking to ONE person, he or she is not the only person buying from Apple. And I’m sure we all know someone who is a rabid Apple fan, but doesn’t fit the mold of Apple’s ONE person.

So what gives? Well, here is the crux of the whole deal. The ONE person is never going to be the only one buying from you. It’s simply the only ONE you should be speaking to at all times.

And not just because it makes marketing a ton simpler.

You have to be a company that inspires that ONE person. Then, your message and consistency will inspire a whole bunch of others who either (a) feel affinity with that ONE person, (b) aspire to be that ONE person, or (c) admire what that ONE person represents — and then these people will ALSO become your clients. Grandma wants to feel connected and modern. Let her!

So quit worrying about shutting everyone else out if you talk to the ONE person. You won’t. If anything, you will attract loads more people inspired by your precise and clear brand.

Ready for an example?

Heather is a 26-year old single, female, solo entrepreneur with a graphic design business. She completed a graphic design degree at the local college. She is an expert designer, quite tech-savvy, but still learning the ropes when it comes to being an entrepreneur. She’s energetic and spunky, however, and her energy and charisma usually land her the gigs. She makes about $37,000 a year, but wants that to go over $45,000 next year. She dreams of being able to charge top dollar for her work eventually, but for now she knows she needs to develop her portfolio and to systemize her business a bit better. She’s very worried that she’ll always be fighting to fill the pipeline with new clients. She works from her home office, the second bedroom of a condo she bought a couple of years ago. She works out at the gym three times a week to stay in shape, she used to be an athlete in high school. When she is not working, she enjoys go out to clubs with her friends and travelling.

Now that you’ve defined Heather, everything you do, every blog post, every piece of marketing, every product, every branding decision should be examined through Heather’s eyes. Will Heather like this? If the answer is yes, you are successfully sticking to your brand identity and talking to the right person. And she will recognize that and reward you with her business.

Customer Profile Template: Now it’s time to define YOUR one person!

Think about your ONE person. The one who you were thinking of when you started your business. The one for whom you developed your product or service.

We’ve got a customer profile template that you can use to get crystal clear on every detail about your one person. It’s yours, completely free – all we ask is that you tweet this post, or share it on Facebook:

(Keep reading, there’s more…)

the perfect customer profile

Please leave a comment! Have you defined your ONE person? If not, will you right now? What did you learn from your ONE person exercise?

Peter Vogopoulos is a business and marketing coach, and proud co-founder of Firepole Marketing. If you want more tips and ideas, sign up for our FREE 7-Day "Business Fireproofing" Video Course, where you'll learn the seven biggest marketing mistakes that most businesses are making, and that you need to avoid!

198 Comments

  1. Robert Pinto-Fernandes says:

    Excellent points Peter! Laser-focus is so important in certain aspects of business. I think that this is an extremely important point that nowhere near enough people pick up on! A clear message can get us a long way. Thanks for the post, very educational as usual!

  2. I totally agree about finding your “one person” to speak to. I had to have a coach to narrow my vision down but after that? well, it’s sorta funny, my “one person” looks just like ME! My target market could be my twin sister! LOL

    • Peter Vogopoulos says:

      We do love ourselves, right! ;-) Just make sure that you haven’t narrowed the market using the self-similarity principle, which states that we tend to do business and trust those with the same views, or who views the world with the same lens as we do. Nothing wrong with it, if it’s a bona fide market, but worth look at with a critical eye. Good luck and thanks for stopping by!

  3. I think, one of the challenging SEO and Marketing promotions is finding targeted profiles. I have tried it and it involves several strategies to really get the target. Anyway, thanks Peter. Very insightful

    • Peter Vogopoulos says:

      Hi Kira,
      You mean several additional strategies? Yeah, no doubt. I recently commissioned focus groups for a clients, which was very neat, but very expensive — out of reach for most small business owners. Got a few to share?
      This might be an interesting topic for us to expand on — polling clients, doing surveys, etc. to get your ONE person done with more precision.
      Thanks for stopping by!

      • Hi there Peter, finding the “one person” is somewhat a lead generation process. And lead generation should involve the effective utilization of search engines and social media, combining it together to get that one person or that many “one person”s, I think to get a lot of “one person”s is better. lol

        Oh I don’t leave behind the one person I’ve got. Building a relationship with them would lead to success.

  4. Wim Wilmsen says:

    I always call this the ‘avatar’ and go as far as suggesting business owners and marketing people to actually go find a picture of this ONE person they’re talking too. Place it on your desk, hang it on your wall, keep it in sight. It helps you to focus and personalize each message you’re sending.

    Thanks for the insight Peter,
    Wim

  5. Stephen says:

    Creating marketing based around a customer profile is much more personal and effective. It’s a lot easier to help “Heather” than it is a “single 26 year old female.” Even if it’s a self imposed profile, it helps put a face on our customer and makes it easier to “speak” directly to them.

    Thanks for the post.

    • Danny Iny says:

      I completely agree with you, Stephen. Is Heather your one person?

    • Peter Vogopoulos says:

      Precisely! Completely agree – it’s amazing how much easier it is to market to them, tell them what they want/need to hear, provide the exactly appropriate solutions, etc. As long as we can get over our fear of “limiting” our market (what nonsense), you can achieve tremendous clarity and purpose in your niche.

  6. Ruthy107 says:

    Boy, thank you so much!! As I was reading the post my “one person” became so clear to me. Up till that moment I was aiming way too wide – and accordingly my message is more fuzzy, less direct and clear.Thanks!! Have some work to do now :)

    • Danny Iny says:

      Great stuff, Ruthy – the more clear you are on who that one person is, the better able to you are to create stuff that they want to buy! :)

    • Peter Vogopoulos says:

      You’re welcome, Ruthy! You’ll see once you’ve defined that ONE person how much easier it is to market to them. Let us know how it goes!

  7. Stowle says:

    This post falls deftly under the label “Epic Shit”! Thanks for the direction, I’m off do define “Sophie” now. Many, many thanks and very happy to pay with a tweet (and to know that tool is possible)!

    • Danny Iny says:

      Thank you, Stowle, that’s high praise, and we really appreciate it!

      Funny, I’m having lunch with a woman named Sophie today… :)

      There’s another service that you could check out as well, called Cloud:flood, from Viperchill – it does pretty much the same thing, so see which works best for you.

      Thanks for stopping by, and we look forward to seeing you again soon!

    • Peter Vogopoulos says:

      High praise, indeed, anytime someone says it qualifies as “Epic Shit” :-) Thanks you Stowle, for stopping by and good luck with “Sophie”.

  8. Jennifer Henderson says:

    This was soooo funny because I had only just now gotten my demographic description down and thought I was home free….only to find out there’s more.  Lol.  Thanks for showing the path forward.

  9. [...] is the first step to making your content awesome: write about something that your audience is interested in reading [...]

  10. [...] course, the selection of which drive to target isn’t random—it’s a function of figuring out who your audience is, and then identifying what their most burning desires and drives [...]

  11. Noronha Mariam says:

    Hi Peter…this is a really great way of looking at customer profiling.  Focus on “one” instead of a group…well said!

  12. Chris says:

    would love your posts, but as our facebook page is for our wedding clients, it wouldn’t be appropriate to post this there. Is there another way to receive info?

  13. heather says:

    Great information, thanks! What a unique way of looking at the target audience. I have narrowed my target market down to two distinct people and now I can’t decide who is the “one”!

    Since the focus on identifying the target audience is so narrow, I’m wondering if the same rule should apply for content?  For example, what if Sam (the single, 27 year-old management consultant who enjoys rock climbing and doesn’t want to be stuck in an office 60 hours/week anymore) is interested in both travel and investing? Should a blog targeted at Sam talk about both topics, or stay focussed on just one? Thanks!

    Cheers, heather

    • Danny Iny says:

      Hey Heather, that’s a great question! If Sam is genuinely interested in both things, and Sam is representative of enough people for you to effectively target a market, then yes, you can write about both – some of the most interesting sites are about the *intersection* between two areas.

      As for having to choose – you may not have to. It’s okay to have more than one customer profile – it just means that you have to target them semi-independently. Does that make sense?

      • heather says:

        Yeah that makes sense, thanks!

      • You just hit on a question that has been nagging me since I first was introduced to this concept of getting very specific about exactly who I am marketing to. I have never been afraid of excluding some people, but I have had a long time dream of playing music to a handful of separate but overlapping niche markets. Do you have any blogs about how to manage this semi-independent targeting that you touch on here? I feel like I am already doing it to some degree, but I would love to get better and more efficient at it. I might need to start with coming up with three or 4 target profiles.

        • Sid Kemp says:

          Several students here at Firepole (in our Audience Business Masterclass) have done this with me. We’ve found it works to treat each separate niche as a mini-business, with a landing page for each.

          For example, one blogger in the realm of being a better father did both “raising great kids through sports” and “Moms & Dads, spend time with your kids.” The guest posts, landing pages, and bonuses were different, but the products were the same.

        • Sid Kemp says:

          We have a post on our blog about how to do this: http://www.firepolemarketing.com/multi-passionate-customer-profiles/

  14. Jayne says:

    Hi Peter, I am all for tight targeting, and often I feel I am talking to one person, but every so often I feel as though I am excluding others as you say.  Also, because I imagine the one person so clearly, I feel surprised when I have visitors so have nothing in common!

    Its definitely a great suggestion and something we should probably all do, however it’s not always easy because of our internal thoughts and fears of leaving others out. 

    Thanks for the post, I really enjoyed it.

    Jayne

    • Peter Vogopoulos says:

      Thanks for commenting, Jayne. 

      Don’t worry about your visitors seemingly having nothing in common. You just need to make sure you are consistently talking to your ONE person and if people come along who resonated, but don’t fit the mold, that’s fine. Every iPad user isn’t young, urban and hip. One of my former clients owns a trucking company. He’s Italian, old, big with big fat fingers, but adores his toy. 

      The key is that you are communicating a consistent brand identity to a consistent target market.

      Now, if we could only let go of our (false and limiting) fear that somehow this is limiting our opportunities, then we’d all be better off. 

  15. Dreams says:

    Very clear and something i thought i had done but now realise how vague i was. I feel confident about it now. Thanks.

  16. Babiloo4 says:

    Thank you.  I really enjoyed reading this post. I am a new business owner and I really need lots of help and Firepole Marketing has been a tremendous help to me with posts like these.  I printed the worksheet and will begin narrowing my target audience immediately.

  17. [...] about speaking to emotional versus rational benefits, rather than features, and addressing your one ideal customer still apply. No need to rehash them [...]

  18. Thank you for your valuable idea! This is exactly what I needed to find his client. In fact, to find one - the only customer is difficult, but it’s worth it. I’ll find it!

  19. Tammy says:

    Great article, certainly another perspective on finding your target market. I honestly never heard the concept of targeting that one person. I agree in the effort to identify the one person you are attempting to reach does not mean alienating others. The example of Apples iphone was very enlightening. I will continue to follow your blog.

  20. Susan Hand says:

    Danny,
    I really like how you break things down for us. It is so much easier to talk to one person, mine happens to be Angie. I know this will sound a little strange, but sometimes, sitting in front of the keyboard, I hold conversations with Angie. My husband thinks I’ve reverted to childhood and an invisible friend. But frankly, Angie has helped me make a lot of different decisions while we’ve discussed my blog over a cup of coffee.

    OK, I’m not really strange, but it does work. I just shared your post with hubby and at least you’ve helped solve a little problem in the Hand household….LOL

    Thanks, Danny!

    • Danny says:

      Haha, that’s awesome, Susan! I can’t take credit for the article (Peter wrote it), but I’m certainly glad that it helped with the household issue. And honestly, it’s not weird at all, and I sometimes do the same thing. :)

    • Virgil says:

      Having a cup of coffee with your “ideal client” is a great and effective process to stay focused and uncover deep truths. It is much like a Gestalt therapy approach to conflict resolution and taking care of “unfinished business” with another. Put the person/problem/pain/solution in the seat across from you and be that person/problem/pain/solution totally dialoguing with you and you with them/it. Another way to use this approach is to create an imaginary Advisory Board. Have on it the ideal client, one of his/her friends, a copywriter, a PR person, Internet Marketer (Danny???) and another couple of business development people. Call regular and impromptu meetings where you run all ideas by them.

  21. Lauren Kicknosway says:

    Very helpful article. Thanks so much. Love the way you broke it down into simple, easy to answer questions for the customer profile. I’ve recently come to a full stop with my site and really need this to start me up again. Cheers. Looking forward to hearing more from Firepole Marketing in 2012!

  22. Ana says:

    I so agree, Danny – identifying that one person to talk too is extremely vital.

    However, I have a confession to make. I suck at this! I really don’t like research; it always seems so slow and unproductive – despite the fact that it goes against logic. lol

  23. Shine says:

    Thanks for this great advice. I am just planning on making my own blog and this tip is a big help.

  24. Ignore Your Audience, F*** 'Em, Be A Leader First says:

    [...] Buyer Persona PostCopyBlogger’s Imaginary Friend PostOneSpoonAtATime’s Target ProfileFirepoleMarketing’s Finding Your One PersonAnd I’ve seen a bunch more.Don’t get me wrong, I absolutely love these blogs [...]

  25. Andrew Stark says:

    Hi

    This ties in brilliantly with a concept of +1 marketing where you aim to increase your reach every week by at least one person. Let’s say that I start a new blog, the aim for week 1 is to get a comment, then two comments in week 2, all the way up to 52 comments a week by the end of the year.

    If at the start you define your one person it will be so much easier to find them a new friend every week.

    Thanks

    Andrew

  26. [...] you need to identify your ONE person, and do the demographic and psychographic profiling that will give you a clear picture of who they [...]

  27. [...] to figure out exactly who you’re writing for, and you do it by creating a detailed profile of the ONE person that you want to target.You do this by thinking through two things: demographics and [...]

  28. Leonard says:

    Thanks for the thought-provoking post.
    The level of detail you suggest (in identifying the target reader) is much greater than I have seen proposed before – and I can see how that could be very useful and would work. However it highlights a problem for me. I could draw-up two distinctly different profiles for my ONE person target audience. And I can see how the ‘detail’ one of the two profiles would probably like to receive being a complete ‘turn-off’ for the other. How would you suggest this could/should be handled?

    • Danny says:

      Hey Leonard, it sounds to me like you might have two separate people you’re trying to talk to. Would you care to elaborate? What are the details you’re talking about?

  29. Leonard says:

    Hi Danny.
    Yes. There are two different persons. I’ll try to explain.
    I help business owners and managers identify opportunities to improve profits within their business. I help them learn and adopt a few tools and techniques that use the ‘numbers’ (financial and non-financial) in their business – in ways they currently don’t – to help them identify ‘how’, ‘where’, on ‘what’ and on ‘whom’ they earn and ‘leak’ potential profit (and typically, there is a mixture of both – even in quite profitable businesses).
    The two distinctly different profiles I have in mind are…
    (1) The senior finance person (CFO, accountant or whatever). Likely she will be a ‘detail’ person. If the business adopts these ideas, she will have to understand, in some depth, HOW and WHY the tools work – and probably be the one to take-on the (extra) job of generating much of the information. She will need to be convinced that it is worthwhile – particularly since (a) its not being required of her currently and (b) she is currently overloaded with work. From my perspective, it’s much better if she ‘champions’ the idea in her business – and better still if she is the one to introduce the idea internally.
    (2) The senior executive (owner/manager, CEO, or whatever); the person with overall responsibility for the profitability of the organisation who, needs to understand and buy-into the BENEFITS of using the techniques – but will probably leave others to understand what it takes to get the information in a form he/she can use – and be less concerned about any additional work necessary to get it.
    BOTH are a ‘target audience’ for me – but for different aspects of the service and likely with different motivations.
    Hope that better explains my question?

    • Danny says:

      Hey Leonard, thank you for the clarification – it helps a lot.

      It sounds to me like you don’t have two target audiences (one people, as it were), so much as you have one customer, and one important stakeholder whose buy-in you need in order for the sale to go through.

      Does that sound about right?

  30. I’ve spent quite a bit of time with your company today -my first time here. I really agree with your One Person approach. I would like to share the post on Facebook and/or Twitter and help you out, but I try very hard to stay away from signing up for apps that can do things like read my tweets, follow new people for me or post tweets for me. So I won’t share it that way & I guess that means I won’t be able to see your worksheet, either. I’ll just work independently on developing the One Person approach.

    Thanks for reminding me about doing it. Our audience (my business is a partnership between my husband and me) is basketball coaches and we have definitely not created One Person, although we’ve talked about the need to do so. I will share your article with him and with some other entrepreneurs I know. I like your stuff.

    • Danny says:

      Hi Jennifer, welcome to Firepole Marketing – I’m thrilled that you’ve found us! :)

      For what it’s worth, the Pay With a Tweet app doesn’t do any of those things – it just posts the one tweet (that you can edit first, of course), and then gives you the worksheet. Pretty simple, but of course it’s up to you.

      With or without the worksheet, it’s a great exercise for you to do for your business.

      I’m looking forward to seeing more of you around the site, Jennifer, and in the meantime, have a wonderful week! :)

      • Several thanks are in order. First, thanks for being so admirably quick to respond & for responding at all. Second, thanks for clarifying the PWT app. It’s too bad all the apps come with those printed caveats (big & bold after clicking from your site) because they keep people like me away from using them. Third, thanks for your good wishes. I can tell they’re genuine — and you will see more of me.

        Additionally, I did share your post with the entrepreneurs I am involved with & will work on the One Person sheet with my husband. I will also share it using your app, based on your clarification.

        • Danny says:

          Thank you very much, Jennifer. :)

          I’d love to hear about the results that you see from doing the exercise – would you send me an email and let me know how it goes?

  31. [...] Whilst I certainly don’t think of this blog as a business, the logic is precisely the same. I need to find my one person. [...]

  32. Many thanks for this! The Facebook option clearly didn’t work for accessing the download, but I was more than happy to tweet it out too, because this is what we’re all about with our free home based business coaching.

    Our One Person is anyone ready to take the steps necessary to start living the life of their dreams, because we can’t help those who don’t want to help themselves.

    • Danny says:

      You’re very welcome, Jim! That’s weird – I didn’t know the Facebook sharing option wasn’t functional – but I’m glad that you were able to get the worksheet. :)

      You might have to be more specific about your ONE person, but that’s a start. I hope the worksheet can help you go the rest of the way! :)

  33. [...] business, you do this by creating a comprehensive customer profile – a crib sheet on the heart of your ideal customer. Once you know what makes that person [...]

  34. Lisa Stoops says:

    MUST get this through my head LOL! It seems so hard to do. But I can see how important it is. I really need to identify my ONE person. Thanks for the example and I’m off to try to create that one person lol!

  35. Okay so here I thought I just worked through the whole process of finding or determining my ideal target profile. After reading this post, I can see that I am still aiming a bit wide and room for more narrowing down would definitely be in order and work to my full advantage.

    Did I just have to land on this post right now? Why didn’t it happen a week ago? I guess now was the right time… ;)

    Thanks a mill you guys, appreciate the good work you do!

    -Ruan

  36. Ruan says:

    Indeed Danny, I agree. The earlier I can sort out these initial starting and development activities the sooner I can become more and more successful, right?

    Thanks!

  37. [...] There is no element of personality or situation in life too small to be considered for this purpose. You don’t want to just know your perfect person – you want to know everything about them. [...]

  38. Emily Cook says:

    WOW. This exercise has been so incredibly eye-opening for me. I thought i had laser focus, but just in the ten minutes it took me to sit down and answer these questions, I see mistakes I am making and I am bursting with ideas to help my blog improve.

    Thank you.

    • Danny says:

      Hey Emily, yeah, it’s always such an eye opener to sit down and go through the exercise – you realize that as solid as you think the picture was, it was really as full of holes as Swiss cheese! ;-)

      I’m very glad that you found the post helpful, and look forward to seeing more of you here at Firepole Marketing!

  39. Choosing a brand name and getting naked | The Anatomy says:

    [...] need to look at firstly what you are planning to share out there, secondly evaluate and establish your one person which is your ideal profile that you will be targeting with whatever it is that you’ll put out [...]

  40. Choosing a brand name and stripping it naked naked | The Anatomy | Ultimate Domain Manager says:

    [...] need to look at firstly what you are planning to share out there, secondly evaluate and establish your one person which is your ideal profile that you will be targeting with whatever it is that you’ll put out [...]

  41. Five Dangers of Hyper-Effective Marketing DIYMarketers -Marketing Advice for Small Business Owners and CEOs Marketing Advice for CEOs - DIYMarketers says:

    [...] has a real, clear need for your product or service. You can figure out who that is by creating a customer profile that tells you all about them, from how old they are to where they hang [...]

  42. Before It's News says:

    [...] has a real, clear need for your product or service. You can figure out who that is by creating a customer profile that tells you all about them, from how old they are to where they hang [...]

  43. [...] But I’m here to tell you – the rumors are untrue. Pinterest is great for marketing just about any product or service – no matter who your audience is. [...]

  44. [...] Some businesses choose different strategies that little resemble marketing. Production-oriented organizations focus on the physical manufacturing process. They create a quality product and expect customers to buy it. Sales-oriented organizations sell existing products. With little regard for customer needs and wants, they use aggressive sale techniques to push products on customers. This is a clear indicator that there is not a clearly defined customer profile. [...]

  45. [...] You should ask yourself who you are connecting to, where is the best place to reach them, and then build a profile around your [...]

  46. [...] is a fantastic article on finding your one person (or customer) over at Firepole Marketing, complete with a free [...]

  47. [...] page on my own blog. Usually they’ll find similar content, an RSS subscription option, and a call-to-action that urges them to sign up for my mailing list. You don’t want to write a post, have readers [...]

  48. [...] Inny over at Firepole Marketing wrote an incredibly insightful post about this, complete with a beautiful checklist for finding your one perfect reader. You can get it [...]

  49. [...] you need to look first at what you are planning to share, and secondly, evaluate and establish your ONE person.  Then you just need to make sure that your name conveys the right information to the right [...]

  50. Glynne says:

    Hi Danny,
    I tweeted about the “One Person” article but I’m unable to download the PDF
    Can you help please?

  51. Geoff Reese says:

    Wow, thanks, (I think) for the post. It’s been a blessing and a curse. This post has been like a song I can’t get out of my head and have been thinking about it since I read it.

    I’d rather help “one” and be great at it than to help many and be marginal.

  52. [...] Peter’s must-read post about Finding Your ONE Person, he talks about the importance of being laser-focused about our exact customer profile — the [...]

  53. Nicki says:

    Thanks for this, Danny. This was one of the most difficult steps for me to accomplish, and I know others struggle with it too. Just linked to this in a blog post and in an ezinearticle.

  54. [...] wish I’d known much earlier on just who my ideal reader is. Danny at Firepole Marketing, created a great check list that could help you identify [...]

  55. Hi, did tweet and everything, can’t open as I’m on Mac, can you send or can I get a mac versino?

  56. [...] you take a page from Sprinkles, and have a firm grounding in the value you’re offering, and who’s going to best appreciate it, then your odds are success are as good as they can [...]

  57. [...] all boils down to creating your customer profiles, and getting really clear about exactly who you’re targeting – who they are, what matters to [...]

  58. [...] like any other, so go back to the marketing basics, and study your chain of conversion. Who is the target market? What is the real value being offered to them? Are your 4Ps of marketing all on [...]

  59. This is a dynamite moment for me. I did not narrow my ‘one person’ . As a matter of fact you have narrowed down to a science. You have opened my eyes. Thanks for bringing me this needed light. I even stopped blogging because I was not getting anywhere so thank you so much. I have observed that this post is old but it is new to me lol! I will do the exercise.

  60. Ffion says:

    Great idea – and very similar to the ‘one reader’ persona I create when I’m writing a business or travel article. Ironically, i knew the concept and hadn’t (until now!) applied it to my business as a whole.
    Thanks for the nudge!

  61. I finally wrote a customer profile thanks to this article and pdf that you created Danny! Thank you! I have literally put this off for a year and it has been officially completed today! Going through it has been less daunting compared to what others have suggested such as physically reaching out to people and interview them with some really personal questions. I am so glad that I can FINALLY check this off the list and now I don’t have to feel so “out of whack” when it comes to creating content and running around like a chicken with its head cut off. It will now be more focused and targeted.

  62. [...] also created a customer profile: Recently Graduated from College or University. [...]

  63. [...] can do this by figuring out who your ideal reader is, and researching the type of blog posts, articles etc. that they most frequently enjoy. Look at [...]

  64. miss zp says:

    It never cross in my mind to just stick in one person, but after read this, I agree.
    I used to write based on my self, if I found it was boring, then I stop, re-write.
    I asked my friend that I thought was had same perspective with me, but it seems like they not really into my story.
    But, it was surprise me when one of my friend, that I wasn’t sure would like -or even read- my story, give feedback and said he love my story!
    I guess I will talk to him more :p

  65. Hugo says:

    I really enjoyed the idea of writing for one person! It’s very much inline with my advice on relationship marketing, I think that for you to make a proper relationship with your customers you first need to identify them as accurately as you can and then talk to them in the way that they will find valuable. Writing for the masses stopped working once we all got our mailboxes spammed to death. What we are all looking for now is that one voice that speaks to us and if you are writing with me in mind then you will always have my ear.

  66. [...] You have to know what it’s going to be about, of course, and a title (a working title, anyway) wouldn’t hurt either, and you absolutely, positively have to know who it’s going to be for. [...]

  67. Ebonie says:

    I was introduced to this ONE PERSON idea through David Meerman Scott in The New Rules of Marketing and PR where he wrote about Buying Personas. Is there a difference? Anyway, I think this concept is awesome, but I have no idea on how to gather this information and answer the questions on the Who Is Your One Person Worksheet. Any tips or resources? Thanks so much!

  68. Most New Authors Sell Less than 100 Books – Write to Done | The Book Sale Online says:

    [...] You have to know what it’s going to be about, of course, and a title (a working title, anyway) wouldn’t hurt either, and you absolutely, positively have to know who it’s going to be for. [...]

  69. Ernie Boxall says:

    I’m just passing through my e mails before my next client comes in and always get something interesting to read, so I took the time to read the first paragraph,the first chapter and the first example..(swear word) what a great thought,it made me sit up straight away which I guess is what the articles all about.

  70. [...] resonate with at least one other person out there. Yes even if it’s only one; it’s that one person I write for that Danny Iny speaks about over at Firepole Marketing. It’s because of that one [...]

  71. [...] not totally sure you’ve got that part nailed, read on the Firepole Marketing post on Finding your ONE Person because it’s imperative that you identify the perfect audience for [...]

  72. [...] know exactly the kind of customer they are after. They have an ideal buyer profile (that could be you). When they write to you, they know what makes you tick and what keeps you up at [...]

  73. Cindi says:

    Thanks for this post. I’m that ONE person who likes to answer – and ask – questions, so the worksheet is great. Thanks for including it. Previously, I thought I had my ONE person nailed; now, I can see how vague that person was. Many thanks!

  74. [...] you get the concept of the customer persona, and you’ve spent some time imagining your ‘one person‘ to improve your [...]

  75. Mandy Eve Barnett says:

    Very informative article which I am going to put into practice. Unfortunately the PDF download will not open in my Windows 8 program :(
    Any ideas how I can get the form – I did tweet it of course!
    Thanks

  76. Tee says:

    THANK YOU. I’ve been racking my brain forever on how to find my niche…narrowing it down to one person. Brilliant.

  77. Thanks for this…everyone likes free stuff. I will use it to help me.

  78. [...] Speaking to the ONE person means you’ll never describe your audience as being: “women, 27-39, single, educated, income of over $40,000 and who like eating chocolate” ever again. Peter Vogopoulos [...]

  79. [...] you’ll have to commit to tackling the more important stuff like brand positioning  and customer profiling before it’s too [...]

  80. [...] types who like to read romance just before bed, it helps you to hone in on the perfect “ideal reader,” as my friend Danny would [...]

  81. CAROL says:

    Hi there, I shared the link on my FB page but couldnt get access to the PDF. All sorts of weird and wonderful things happened. Any chance you could email it to me pleazzze. Am gearing up to start my new blog and need to define my one person. Love your site btw.

  82. [...] This means of course, that you can’t skip knowing exactly WHO your ideal customer is. [...]

  83. Claudia says:

    I am feeling stuck because my ideal client is a grad student in a master’s program — but having to choose between male and female is foxing me. Your Apple example shows *two* figures, one of each gender, for instance. I feel mired in details that matter but I’m unsure which way to lean; should I assume that, to some extent, I can base it on a woman because that’s familiar to ME as a woman, but realize the details don’t have to be especially “frilly”?

    • Megan says:

      Hi Claudia,

      Gender doesn’t ALWAYS have to come into it – sometimes it’s more relevant than others. If you can easily imagine a person of any gender, but with a whole bunch of other characteristics in common, you can feel pretty okay about that.

      An activity you might try to “verify” this would be to write out a customer profile, and include as many details as possible – EXCEPT gender – then get some people to read it and guess if it’s male or female. If there’s a strong consensus one way or another, you’ll know, and if there’s not, but your testers can really visualize a person anyway – don’t worry about it.

      Hope this helps!

      • glh1475 says:

        Hello Megan I’ve just come across this great article and have been going through the comments hoping to find one on the subject that Claudia made and you have responded to. I haven’t started my blog yet so I’m not sure what you meant by “but your testers can really visualize a person anyway – don’t worry about it.”

        My ideal person is a 52 yr old manufacturing plant worker who has a degree or at least some college and is the average baby boomer techie when it comes to the internet and computers. They make an average income of about $32,000 yr and with little or no hope for that increasing in the future. They are married and have one to two teenage children still at home while paying for college for others and are very family oriented.

        They have come to the realization that the first half of life has passed them by and they have been chasing a mirage that the industrial world set before them. Even though retirement is lurking in the near future they are fed up with the 9 to 5 or 7 to 3:30 rat race and want to make a difference in the people and the world around them. They are dreamers and creators that are now determined to spend the second half of life doing it their way by perusing the dreams of making a career change or becoming entrepreneurs which they discarded as a youth but they have lost their identity/direction and are now searching to discover who they really are and what they want to be doing.

        So Megan is this more a male or female or both? Because this is where I come from I’d say male but I have talked to and helped females who feel this is their life.

        All I know is there are a lot of 50+ individuals out there that want to make a change in the second half of life and need help. It’s time to get fired up about liven and loven life to the fullest no matter what age you are.

        I truly appreciate what you folks are doing there at FirepoleMarketing.

        Thank you, Danny and the rest of your team for your precious time

        Gregory

        • Megan says:

          Hi Gregory,

          From reading what you’ve written, I get the feeling that your “person” is male as well. I think there’s an extra insight that you would bring to the table for a man in that position that would help you bring more value, AND I think that the person you’re describing sounds very real.

          Good work!

          • glh1475 says:

            Thank you Megan for such a quick reply and your insight. So my ideal person will be Daniel but I have to say Danielle will be sitting beside him because women really get the brunt end of the stick in society when it comes to change when in their career and other personal issues or at least that’s the way I see it. Thanks again.

            Greg

            PS: Look forward to future communications, I’ll be around the Firepole for a while now that I’ve found it.

  84. [...] to rest and relax. In the afternoon, plan your actions for the next day. Put “reassess who my ideal client is” at the top of your to-do list, because after your 5-day break your perspective on who [...]

  85. [...] this one is. So if you haven’t yet figured out who you want to market to, go read that post and then make [...]

  86. Candy L. Hill says:

    Hi,

    I tried to tweet and post but nothing worked. I could really use this pdf. Can you help?

    Regards,
    Candy

  87. Candy L. Hill says:

    :) Thanks so Much!!

  88. Michal says:

    I didn’t define ‘one person’ before. I’ll try it, why not? I’m new to this whole marketing stuff and you are experienced. I need to create 3 copies within week, I hope this’ll help.

  89. [...] your ideal customer is? Before you answer, head on over to Firepole Marketing and read this post on customer profiles (you should download the free pdf as well). Go ahead; I’ll wait for [...]

  90. The Difference Between Evergreen and Forgettable Content says:

    [...] Your description should be far more detailed than this. Here’s some help courtesy of Firepole Marketing. [...]

  91. Ntathu Allen says:

    Thank you..this is excellent..am using summer to get clearer re my ideal customer so this is a brilliant resource. Thank you for your simplicity.

  92. [...] had to figure out everything: my business model, my ideal client, my skills, my services, my competition – my master [...]

  93. [...] Take a good, hard look at your messaging, and your ONE person. [...]

  94. Hi there, WOW, I’ve just read this article but it’s already helped me a TON. Previously I never thought there was a difference between “target market” and “customer profile”, but you made the difference VERY clear. Also, I’m loving the cheat-sheet to getting our own customer profiles right. It’s really helpful and makes the process so much easier. Thanks again!

  95. […] Nick Thacker’s guest post.  Danny Iny’s post.  […]

  96. […] you need some help getting started, check out this post about finding your ONE person–just replace the word “customer” with “reader”, and you’re good […]

  97. Candilaria Thompson says:

    I stumbled on this article and so happy that I did. The funny thing is when I first started thinking about my business idea, a particular person immediately popped in my head. Mainly because of her frustrations, she is the inspiration for the idea (as well as my own frustrations). I didn’t receive the worksheet after I re-tweeted either. Can you e-mail it to me?! Thanks a million! Great article.

  98. Every time I follow one of these guides, it always turns out that my product is for everyone on earth. But I will try again. Maybe this time will be different? Thanks, Danny for making this available!

  99. […] And therein lies the secret. “Like” and “inspire”. In order for us to like you and be inspired to do business with you Mr. and Ms. Service Pro, we need to connect with you on a personal level.  You’ve got to let us in so we can see who you are. We’ve got to fit together (and we should – after all, I should be your ONE person). […]

  100. […] that I didn’t say “just find a market that you think looks interesting”. You need to find the ONE person with the pain of being a lousy cook and the love of French […]

  101. […] all boils down to creating your customer profiles, and getting really clear about exactly who you’re targeting – who they are, what matters to […]

  102. […] your marketing as if you’re marketing to yourself. Check out this Firepole Marketing post on finding your ONE Person, and actually answer the questions (click “Share” and download the one-sheet […]

  103. […] to offer – a complete coaching package that included creating the marketing foundation, an ideal customer profile, powerful messaging, strategy, tactics, calendar, an implementation action plan and creative […]

  104. […] You should ask yourself who you are connecting to, where is the best place to reach them, and then build a profile around your […]

  105. […] be much more valuable to me than simply saving a few thousand bucks.  This where knowing your ONE Person, really, really helps. If you know your ONE person, you know if you should talk about saving […]

  106. […] But I’m here to tell you – the rumors are untrue. Pinterest is great for marketing just about any product or service – no matter who your audience is. […]

  107. […] you need to look first at what you are planning to share, and secondly, evaluate and establish your ONE person.  Then you just need to make sure that your name conveys the right information to the right […]

  108. […] suddenly I’d be talking about a completely unrelated topic for a few weeks. I hadn’t found the ONE person to whom I was writing […]

  109. […] like any other, so go back to the marketing basics, and study your chain of conversion. Who is the target market? What is the real value being offered to them? Are your 4Ps of marketing all on […]

  110. […] out there can truly benefit from this strategy. At the very least, it will absolutely help you find your ONE Person. Before we jump into it, though, here’s a quick rundown of what it’s […]

  111. […] Peter’s must-read post about Finding Your ONE Person, he talks about the importance of being laser-focused about our exact customer profile — the […]

  112. […] can anticipate that something is not going to go according to plan, think of a plan B and tell your customers, before they come to you and complain. They will probably appreciate it, and even if they don’t, […]

  113. […] Some businesses choose different strategies that little resemble marketing. Production-oriented organizations focus on the physical manufacturing process. They create a quality product and expect customers to buy it. Sales-oriented organizations sell existing products. With little regard for customer needs and wants, they use aggressive sale techniques to push products on customers. This is a clear indicator that there is not a clearly defined customer profile. […]

  114. […] know exactly the kind of customer they are after. They have an ideal buyer profile (that could be you). When they write to you, they know what makes you tick and what keeps you up at […]

  115. […] you have to know your Ideal Customer intimately. For DSC, Mike and Mark targeted “guys who shave with razors.” That’s […]

  116. […] you market to your potential prospects and they respond, it feels like […]

  117. […] you get the concept of the customer persona, and you’ve spent some time imagining your ‘one person‘ to improve your […]

  118. […] and experience for your speakers. It’s not always an easy balance to strike, using the customer profile template and validating your assumptions, as well as looking at your competition can […]

  119. […] thing is that, for different reasons, the three “C” Customer profiles above don’t do the […]

  120. […] not totally sure you’ve got that part nailed, read on the Firepole Marketing post on Finding your ONE Person because it’s imperative that you identify the perfect audience for […]

  121. […] do you know which level they’re at? Well you’ve figured out who your ONE person is, right? Then you can easily determine which elements they’ve achieved in their life, and […]

  122. […] you take a page from Sprinkles, and have a firm grounding in the value you’re offering, and who’s going to best appreciate it, then your odds are success are as good as they can […]

  123. Susan Lower says:

    This is an awesome idea. When ever we think of target audience we think of many, and it can be overwhelming trying to figure out who those people are. The concept of one person isn’t as intimidating and as I sat down to do this, I realized it’s so much easier, as an author of fiction, to figure who my #1 reader is and write to them then to think of all the different people that I can’t focus on. I’m teaching a blog writing workshop at West Branch Christian Writers next week and I know I’ll be referring to this site and sharing this worksheet to help my fellow authors. Thanks!!

  124. […] talking about it. Sure you can read about Unique Selling Propositions, Brand Characters, and Ideal Customers all day long, but if you don’t know why you exist, your primary mission for being in […]

  125. […] it called your Customer Avatar; Customer Persona; Right Person, etc.) You know it’s vital to identify that one person to talk […]

  126. […] I’ve also done a ton of audience research and created a customer profile: […]

  127. Clara Mae says:

    Very good advice. Now if I can just pinpoint a basic person to fit…one who desires energy and is willing to do what is necessary to acquire it.

  128. Krista Low says:

    What an interesting concept. I would have gone the opposite route and tried to reach more instead of focusing on one. I love this concept. Thank you so much for inspiring me to rethink!

  129. pamela j. alexander says:

    This is a great post. And if the “cost” is only to share great information, I’m in! But I share business info on LinkedIn, not Facebook or Twitter. Can you add a LinkedIn option?

  130. lise903 says:

    Excellent article! I find that I may have two target audiences – one for my e-courses and one for my consulting services. Does that make any sense, or would you suggest to only have one? I would mainly focus on the first one for my blogposts, etc., but for the offers on my consulting sales page, I would change the focus a bit. I would love to hear your input! Thanks!

    • Megan says:

      It’s usually a good idea to focus on really working with one main area to start, and once it has a little traction and is growing, then expand your work to include your other topics. Hope this helps!

  131. Krysta says:

    I posted n FB but don’t see how to access the information.

  132. aprilsquier says:

    Thanks for posting this article, I think it’s going to be very helpful in a couple of ways! I have an idea of “what” I want to offer, but struggle with the specifics. Since I’m a one-person operation I know that limits the services I can offer vs my competitors who are team offices. I know that I can offer value to my future clients. I believe that your worksheet will help me by zeroing in on a specific person’s need. And by filling that need is where I begin! Thanks again for the rocking advice!

  133. Clara Mae says:

    Hi Danny,
    I posted it on Facebook. May I have the “Who is Your One Person” worksheet?
    Thank you,
    CM

  134. sandra279 says:

    This is the hardest part of my marketing/audience planning so far. he worksheet will really help me nail it down. The more I take in this site, the more possibilities I see for growth. Thanks!

  135. Bette says:

    I love the idea but both twitter and facebook rejected the postings as “automated” and would not allow it.

    • Megan says:

      Hmm – that’s odd – could you send me an email at Megan (at) FirepoleMarketing (dot) com, and we’ll figure it out? Thanks!

  136. rclandrum says:

    I am loving the information that is in the articles. Thanks so much.

  137. […] Firepole Marketing – This is a template to help you create your “one ideal customer”. It is the method that I use when crafting my marketing messages […]

  138. […] Once you’ve chosen a niche, you have to determine who is it that stands the best chance of benefiting from your level of expertise. It is counterproductive to try and talk to everyone. Instead, choose one person. […]

  139. […] of loosing their customers to their competitors. The real solution to this starts with properly defining your ideal customer, developing your brand so that it highlights your company’s strengths and your […]

  140. jide says:

    look like a very interesting doc

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>

Current day month ye@r *