How to Better Understand your Audience and Make 4x More Money

If you are an entrepreneur like me, you must also want to understand your customers better and get the most bang for your buck.

The first question you must ask yourself, then, is: what does it take to understand your audience from inside and out?

First, a reminder…

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This may be a bit hard to fully understand at first, but it’s an important thing to learn: you are not your audience.

You might think you already know your audience well enough, but the truth is that you don’t.

Most entrepreneurs assume that they already know their customer because they took the time to create the product or service geared towards them. They make the mistake of assuming that they know their audience and this can have huge consequences when you’re trying to get new customers into your business.

My point is that you can try to push and force your customers into your business, but if you don’t speak their language, you will never be able to get them in.

For example, I used to run a graphic design business that created lots of t-shirt art for bands. I never liked creating the silly shirts that illustrated lame jokes; what I loved was artwork that’s one of a kind that fits the concept of the band.

Unfortunately, some the bands didn’t like what I did.

My mistake was thinking that I knew what my customers wanted because I myself have been in about a dozen bands. I failed to understand that what I liked and what my customers liked were different things. You can’t assume you know what your customers want and create a completely different look and feel based of what you think you know.

Your best bet is to never assume anything when it comes to your audience.

Times change and everyone has their own likes and dislikes.

Even if you have done ten thousand shirt designs, it doesn’t mean you already know what your client wants. If you keep on working based on your assumptions, you will most likely lose a lot of business.

The only way to find out what makes your audience tick is to have analytics and statistics wherever you can find them. If you have worked with similar audience for years, your job becomes a lot easier. You can never assume anything if you don’t have the statistics to back your claims.

You can find out some of this information by analyzing your competitors and examining what their audience looks like and how they hone their message, products, and services.

I will talk about this point later on in this article, so read on. ?

Understand Your Audience’s Needs and Wants…and their Language

To truly understand your audience, you must not only know what they want/need, you should know their language as well. When you can speak their pain through your sales copy, video, or posts, you will have a much higher chance in them taking action and buying whatever you are selling.

If you just put something together thinking you know their struggles, your effort will result to much. This is where researching and breaking things down for yourself comes into play so you can know what your customers need, want, and the language they use.

Stop Asking and Just Listen

It seems that every day we’re all bombarded with new products and services asking us left and right to buy this and buy that, to check this or that out, all while begging for our money without them ever giving us the chance to respond.

It’s a bit funny to me that with all the technology we have, we don’t stop to engage and listen anymore.

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In my mind, it’s just lazy and annoying as hell to be sold, sold, sold, and then sold some more by people you know nothing about. What’s even more depressing about this situation is that those people know nothing about you, but they assume they do. I guess you have to give them some credit because it’s hard to do what they do; they work so hard every day and their customers just ignore them.

Stop asking for a sale. Stop pushing your offers and questions on your audience. Stop bombarding them with EVERYTHING and just listen for a change.

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The most powerful thing I have come to learn is to first listen then ask a question.

Often, I find that when I stop to listen first, I will no longer need to ask, since by listening, I will already know the answer.

Listening can be a very powerful tool.

You should not only do it when you want to better understand your audience, you should do it all the time, too, with both your business and even your personal life. Give it a try and you will see some amazing things come from it.

Examine your Competitors (even if you have no audience yet)

Whether you want to admit it or not, you have competitors out there and they’re hungry for your customers. They will do everything they can to get your customers before you do. It’s going to be really hard for you to build your audience if you don’t already have one.

So why should you examine your competitors?

Well, it’s going to allow you to better understand your potential audience and how you can better target them to notice you and make you more money in the process.

Let’s take a look at how you can spy on your competitors to win big with your business.

Use Google and Beyond. I would have to say that without Google, researching would be hard.

There are other search engines, yes, but Google is king when it comes to search. However, there are also many tools you can use alongside Google to get better knowledge on whatever you’re researching.

Here are some examples of great tools you can use to examine your competitors:

SpyFu: This is a great resource to research what keywords and Adwords your competitors are buying.


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Google Trends: This is a helpful tool to make sure you’re on top of the latest trend in your industry.


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Google Alerts: A great tool to get alerts about anything you specify. You will get notified on what competitors are up to, and you can also get updates to see if anyone is talking about you.


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SEMRush: This gives you huge insights to develop perfect content and advertising strategies. I highly recommend this tool.


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BuzzSumo: BuzzSumo has to be the most important tool that I use for my content marketing and SEO campaigns. This tool gives me the ability to quickly identify what content is working well in any industry.


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Quantcast: This tool allows you to measure audience (obviously). They provide free, accurate and dependable audience insights for over 100 million web and mobile destinations.

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You can also use some other tools like: Alexa and Long Tail Pro.

Get Social

Social networks are an amazing place to tap into and see what your competitors are doing. Not only can you see what they promote, you can also read the language they are using and how their audience is responding to their message.

When using social networks, you can pick up interesting facts about your competition—and maybe even your own company as well, which can be valuable information.

Here are some tools that you can use for your social network audience insights:

FollowerWonk This is an incredible tool for Twitter which gives you great insights and analytics in who are your followers are, where they are located, and when they tweet.

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Facebook Audience Insights This is a great tool created by Facebook which gives you an in-depth look at what your current audience looks like. You can see their age, location, activity, what they’ve purchased, and lots more.

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There are a lot of tools and strategies you can use to examine your competitors.

I didn’t want to go into full detail here about how to spy on your competition. I just wanted to say that it’s a great way to better understand your audience. I’m sure you already know that when you understand your audience, you can grow your business exponentially.

Testing and optimization can have a GIGANTIC impact on your business! Click To Tweet

Don’t overlook your current audience!

The best place to bring more money in is through the audience you already have.

It’s far more expensive for any business to get a new customer than to make money from an existing one. However, how can you better understand your current audience? It’s easy; you just have to take some time to implement a few things.

There are about a thousand ways you can start to better understand your current audience. Here are some ideas and strategies to help you get started.

First — See what your audience is doing.

This sounds like an obvious one, but many people don’t know that there are some really great tools that you can install into your site that will show you exactly what people are clicking on, how far they scroll down, and what catches their eyes.

Some of these tools include:

Crazy Egg: This is used by millions of sites throughout the world. It lets you see how users click and scroll through your website, giving you detailed reports on what could be improved.

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SumoMe: This tool not only has heat maps built in, it also has other amazing things that I highly recommend you get hooked up to your site. The tool is free to use so there’s no reason why you shouldn’t start using it.

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The heat maps will allow you to make revisions to your site and have better-designed pages so that people can clearly see your calls to action and what you want them to do next.

Take a look at this example:

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You can see that one of the pages has a solid color throughout the page. The other has a distinguishing color pallet that makes the call to action stand out.

My point here is that you can see what makes people click through on to your offer. This is a classic example of understanding your audience better. As a matter of fact, it’s understanding people (not just your customers) better which is extremely important in getting sales and opt ins into your business.

You can be targeting the perfect group of people who are looking for your product or service, but if you fail to make it clear how they can get what you are offering, it doesn’t matter how badly they want it, you won’t get your offers to convert.

It’s like trying to get directions to a restaurant that’s so hard to find you have to use a helicopter to locate it. Not everyone is going to go to those lengths to get your offer. If you make it hard or not obvious on what they need to do, they can easily just click the back button or close your site, and you will lose sales.

ALWAYS test everything!

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A lot of entrepreneurs lose customers or fail to get new ones because of their lack of testing and optimizing process.

It’s just being lazy, that’s what it is. Don’t be lazy.

If you want to better understand your audience, you need to test, test, test, and test again, and then optimize, optimize, optimize, and optimize again. I know that’s a lot of testing and optimization, but I need to make it clear that those two things can have a GIGANTIC impact on your business.

The entire point of understanding your audience is to give them choices.

When one of the choices you have created comes out on top, you now know that you can stop using the other options in your business because you already have a winner.

There are plenty of tools out there that you can use to test and optimize with. The goal is to understand your audience better.

Here are some that I use and recommend you pick up:

LeadPages: This is more or less a landing page software, but what you can do is create lots of different landing pages that you can test and see which one comes out on top. With this, you can have the best landing page that will attract more customers, conversions, and revenue.

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Visual Website Optimizer: This tool walks you through the process of A/B testing with a free guide showing you how to set up your test. The software also showcases several examples of the conversion uplifts achieved with its product.

Great tool with some amazing features.

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Another thing you can start to implement into your audience insights is by creating website surveys and incentives. This is a great way to get back feedback from your market.

Here are some helpful tools you can use for surveys:

SurveyMonkey: They give you the option to create a simple poll or something more complicated like an in-depth market research poll. You can create any type of survey—from simple to sophisticated—with their powerful and easy-to-use survey builder.

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SurveyGizmo: This tool is an exceptionally powerful survey tool designed to make even the most advanced survey projects fun, easy, and affordable.

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GravityForms: This tool is an amazing plugin for WordPress, but you can add on a survey “add-on” within the plugin which gives you the ability to easily interact with your users to both collect and analyze data on your target audience.

I currently use Gravity Forms on this site (ScottHurtado.com).

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Conclusion

To summarize, here are some ways you can understand your audience better, and hence, make more money for your business: spy on your competition, conduct surveys, solicit feedback, create personas, analyze your audience data, and test and optimize everything.

That’s what doing business is all about. ?

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Here’s to your success!
Scott