The man in the mirror is NOT your customer

Man in the mirror: Pete Campbell, from left, Don Draper and Roger Sterling are shown during a scene in popular TV series, "Mad Men". (MCT)

Marketing is an emotional experience. Or, at least, it should be for your customers. Your product, your service, your content – should fuel desire, leave an impression (preferably a good one), elicit a reaction.

‘The greatest thing you have working for you,’ says Don Draper (Mad Men), ‘is the imagination of your customer.’

What you need to do is figure out how to get in there and stay there. So it’s imperative you get to know your customers. Who are they, where do they live, what do they earn, what do they read, what do they do for fun?

Knowing your customers ‘attitudes, tendencies, and preferences’ will help you empathise with your customers and see the world the way they see it.

Don’t assume you know your target market because its highly likely you don’t. It could be Juliette, the FT reading millennial or Simon, the ballad crooning baby boomer. Their news source might be Twitter while you wouldn’t dream of using anything but LinkedIn.

Your customer is a stranger you need to understand and engage so that you can give them what they really need; not what you think they need. Tailor your marketing content so that it focuses on gaining the trust, confidence and respect of your target market. Identify, not a broad demographic, but specific customer personas so you can hone in on their needs, lifestyles and interests. You can then use this knowledge to develop marketing content that helps you connect emotionally with your customers.

Creating original, persuasive content is not easy. It must also be thoughtful, witty and elegant. This will require research, commitment and of course capital. But the rewards of investing in your customers’ aspirations will be worth the effort.


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(Hat tip to MCC Current for the photo)

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2 Responses to The man in the mirror is NOT your customer

  1. Alex Dealy says:

    I’ll take it one step further and say that you should always be sure to market where your customers are. If your demographic of customers is not on Facebook, then maybe you shouldn’t FOCUS on it.

    If you sell custom jewelry, for example, you should realize and prioritize other channels, with less users, but more of YOUR customers: Pinterest and Instagram, for example.

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