1. www.soUNIQ.co.uk

2. UNIQ Online Marketing Masterclass 2 Your Most Profitable Target Market www.soUNIQ.co.uk

4. How to sell to them

5. The right marketing activities

6. How to engage themwww.soUNIQ.co.uk

7. Who’s Who? Buying a gift for someone you do not know is nearly impossible without knowing some basic details. In exactly the same way it is vital that you find out exactly who your most profitable target customers are, as well as their needsand desires. www.soUNIQ.co.uk

8. The most common mistake small businesses make is that they try to target everyone. www.soUNIQ.co.uk

9. Have you got millions to spend on your marketing? Identify niche target markets you can put all your efforts and resources in to. No? www.soUNIQ.co.uk

10. Identify one or two niche markets then specialise and target them. www.soUNIQ.co.uk

11. What is Target Marketing? Breaking a market into smaller segments and then concentrating your marketing efforts on one or two of them. www.soUNIQ.co.uk

12. What is a Target Market? The two key things in target marketing you need to understand are: 2. Know who your golden customers are 1. Target your most profitable customers www.soUNIQ.co.uk

14. Show me the money

15. They are not a customer until they buy

16. Desires, needs and the futurewww.soUNIQ.co.uk

17. Who is your golden customer? www.soUNIQ.co.uk

18. When you know who they are you’ll see them everywhere. www.soUNIQ.co.uk

19. How do you identify your golden customers? There are 3 characteristics that determine who your golden customers are. Ask yourself these questions: - Who offers the most profitable work? Who values the work, products, services you offer the most i.e. who benefits the most? Who would be a really good case study? www.soUNIQ.co.uk

20. Top Tip! When identifying who your golden customer is ,always have that one individual, one person in your mind. www.soUNIQ.co.uk

21. Getting to know you… There are three ways in which we profile customers: Demographics – age & gender Sociographics – society status i.e. lower, middle or upper class Psychographics – lifestyle, behaviour & attitudes www.soUNIQ.co.uk

23. Pain versus pleasure

24. Fear or desire

25. Defining customer characteristic

26. Baby, babywww.soUNIQ.co.uk

28. Business and marketing success

29. Golden customers are your most profitable customers

30. Demographics, sociographics and pyschographics

31. Pyschographic profiling is values, attitudes and lifestyle

32. Emotional hook – the emotional reason and motivation behind why your customers buywww.soUNIQ.co.uk

33. Get so close to your customers you can smell them. www.soUNIQ.co.uk

34. For help and support with Module 2, Session 1, contact me, Ruth McKay: Email: ruth@souniq.co.uk Tweet: @UNIQ_Academy LinkedIn: UNIQ Discussion Group We’d really like to know what you think of this lesson so please spare us two minutes to answer 5 short questions and tell us what you really think. Next week: Getting to Know You www.soUNIQ.co.uk

35. Additional Resources To find out more about identifying your target market, login to www.souniq.co.uk and access exclusive articles from our library Find and Sell To Your Target Market Find Your SME Target Audience Not Everybody Is Your Customer Target Market Demographics Target Markets with Twitter www.soUNIQ.co.uk