How to Find your Dream Customer & Understand What They Want

Written by Sandra Benbow 

Starting a business often feels like a game of chicken and egg. You need to know your customers to create a compelling offer, but how do you find them without that offer?

I was fascinated by biology at school, which led me to pursue a degree in it. Much like science, business is an experiment. You begin with initial assumptions—a hypothesis, if you will:

"This type of person will likely buy my product or service."

But where do you start, and what assumptions should you make?

Many people start businesses to solve problems they personally experience. If your problem resonates with others, you already have valuable insights. Begin by describing yourself, as you are often your first customer.

AI tools like ChatGPT can provide a great starting point if you are not the target customer. You can validate and refine your initial assumptions as your customer base grows.

Describing basic demographics is not enough. You must discover your customers' values, fears, dreams, challenges, and knowledge gaps.

Meet Emily, an Aspiring Entrepreneur

Emily attended one of my workshops. Here’s a profile that delves into who she is:

Demographics:

• Age: 35
• Gender: Female
• Location: Birmingham, UK
• Education: Bachelor's degree in Business Administration
• Occupation: Aspiring Entrepreneur
• Income: £45,000 per year
• Marital Status: Single
• Family: No children

Psychographics:

Goals:

• Launch her own start-up.
• Gain comprehensive knowledge about the start-up ecosystem.
• Achieve financial independence and maintain a work-life balance.
• Build a strong network within the entrepreneurial community.

Challenges:

• Limited knowledge of business operations and start-up management.
• Fear of financial instability and failure.
• Difficulty in finding reliable mentorship and support.
• Feeling overwhelmed by the sheer amount of information and resources available online.

Values:

• Integrity and transparency in business.
• Innovation and creativity.
• Continuous learning and self-improvement.
• Supporting local businesses and community growth.

Fears:

• "What if I invest all my savings and my start-up fails?"
• "I'm afraid I might not have what it takes to turn my idea into a successful business."
• "I'm worried that I don't have enough experience to manage a business effectively."
• "I'm scared of making costly mistakes that could ruin my business."

Wildest Dreams:

• "My biggest dream is to build a start-up that becomes a household name and industry leader."
• "I want to achieve financial freedom and never have to worry about money again."
• "I dream of creating a product or service that significantly impacts people's lives."
• "I hope to be recognised as a thought leader and influencer in the entrepreneurial community."

Knowledge Gaps:

• "I need a deeper understanding of financial management and budgeting for a start-up."
• "I lack knowledge about effective marketing strategies to promote my business."
• "I’m not sure how to develop a comprehensive business plan and model."
• "I need to learn more about the legal aspects of starting and running a business."

With well-crafted prompts, ChatGPT can help you uncover this type of detailed information. Once you have it, you can create a compelling value proposition that addresses your customers' pains and offers valuable gains.

By truly understanding your dream customers, you position your business for success. Your value proposition becomes irresistible because it speaks directly to their needs and aspirations.

Your dream customers are out there, waiting for the solutions only you can provide.

Are you ready to define your customer value proposition and a plan to deliver it? 

Book a free discovery call with me today.

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