When profiling your target niche, choose a person in that niche that you know well – most likely an existing client. Map out their demographic profile. Their demographics includes things like industry type, company size, head office location, decision maker’s job title, age, gender and profession. The demographic profile will help to develop your list of suspects and help you determine the best methods to use in approaching them.
The next step is to profile their psychographics (psychographics is just a fancy word for problems). In this step, you want to get inside the customers head and brainstorm their wants and aspirations (hot buttons) and fears and frustrations (pain points). When brainstorming their hot buttons and pain points, use the language that they would use to express their problems. Too often we define the customer’s problems from our perspective, not theirs, and our messages miss the mark. By developing the psychological profile in this way, you will be able to craft effective messages that get attention and get action.