Your consumers (or target audience) is the section of the market you aim to sell your products and services to and often the end-user. It is important to understand their objectives to close the deal and maximise the deals you close.
Understanding their goals helps you to identify areas in your strategy that need to change to sell more. Once you find these goals, it also makes it easier to see the features / characteristics of your typical customers (so you don’t end up wasting time trying to sell to those who aren’t interested).
Ask the right questions
Asking questions is one of the most effective ways to find things out (go figure), the most successful negotiations utilise numerous questions that centre around the nature of a subject or topic. In the same way, you must get investigative. Instead of asking questions like ‘What would it take for you to buy this item?’ ask your audience ‘Do you feel a greater desire to buy this item when...?’ and see what it does for your next campaign.
Wondering, assuming and otherwise does not get you fine-tuned results. Great innovators have been unsure about a lot because of how new their ideas were, but they knew for certain what the next step was going to be for their market. For the sake of your sales cycle, ask questions.
New to asking questions? Use this model:
Starting with these and forming the entire question around relative elements of the topic you want to find out about is highly practical.