6-Step Framework
Step 1: Define
These responses give you the insight to define exactly who your brand should speak to, and who it shouldn’t.
Start by defining the core characteristics, like industry, role, size, location, anything that describes your best-fit clients.
2: What common challenges or pain points do they experience?
Understanding their problems lets you speak directly to their needs and position your solution as the answer.
3: What specific outcomes or desires are they looking for when they engage with your brand?
Knowing what they want to achieve or avoid helps you frame your messaging around results, not just features.
4: How well do you understand your audience’s buying behaviors or decision-making process?
This reveals what drives or delays their purchase decisions, so you can address objections and speed up sales.
5: Do you currently have any audience segmentation in place?
Segmentation allows you to tailor messaging and offers. If you don’t have it yet, this is a key step to improve relevance.
6: What sources do your ideal clients use to find solutions or research options?
Knowing where your audience looks, for example on social, through referrals, or searching, helps you focus your marketing channels and content.
7: Have you created any customer avatars, personas, or detailed profiles?
These profiles help your team visualize and consistently speak to your target audience.
8: Which groups do you think are not a good fit for your brand or offer?
Defining who you don’t serve is just as important to avoid wasted time and diluted messaging.
9: What feedback, insights, or patterns have you gathered from your past customers or leads?
Looking back at what worked or didn’t provides valuable lessons to refine your targeting strategy.
10: If your targeting strategy was perfectly aligned, what would change for your brand?
Better targeting means higher conversions, clearer positioning, and more efficient marketing.
Step 2: Clarify
Your brand can’t speak to everyone. This step is about turning your raw answers into specific targeting criteria that define your best-fit clients, including demographics, behaviors, motivations, and needs.
- Identify your core audience segments based on industry, role, stage of business, geography, or budget.
- Clarify what challenges they face and what outcomes they’re pursuing.
- Get specific about how they buy, what they care about, and how they search for solutions.
“We are a [business type] that serves [target audience]. Based on the following answers to our targeting questions, help us define our ideal client profile — including demographics, behaviors, challenges, goals, and buying patterns.”
[Paste your 10 answers here]
Step 3: Structure
Once your audience is clearly defined, you need structured profiles that your team can use across marketing, sales, and product development. These profiles make your targeting real and repeatable.
- Create 2–3 customer personas or audience segments using the insights from Step 1.
- Include: name/title, industry, company size, goals, pain points, buying behavior, sources of influence, key objections.
- Define separate profiles for customers you want to attract and those you want to avoid.
“We are a [business type] that serves [target audience]. Using our clarified client information, build 2–3 detailed customer personas including psychographics, behavior triggers, needs, and buying process details.” [Paste your targeting summary here]
Step 4: Embed
Customer profiles aren’t just for marketing. They should influence how your entire business talks, sells, and serves, from content to sales calls to service delivery.
- Align your offers, pricing, and product delivery with what your ideal audience wants most.
- Train your team to recognize who is or isn’t a good fit using your profiles.
- Use your segments to tailor onboarding, customer experience, and retention.
“We are a [business type] that serves [target audience]. What are practical ways we can embed our customer personas into marketing, sales, onboarding, and product delivery decisions?”
Step 5: Show
The best targeting strategy shows up in your brand’s voice, visuals, and messaging. This step is about making your brand magnetic to your ideal client, and invisible to the wrong ones.
- Rewrite your homepage, about page, and product pages with your audience in mind.
- Shape your content around their problems, objections, and desired outcomes.
- Create messaging filters to ensure all marketing speaks directly to your ideal audience.
“We are a [business type] that serves [target audience]. How should we update our messaging, content, and brand voice to directly speak to our ideal clients and avoid attracting poor-fit leads?”
Step 6: Review
Audience behavior, market dynamics, and product focus can shift. Set regular reviews to make sure your targeting stays sharp, strategic, and aligned with your growth goals.
- Review your client base quarterly to see who’s converting, staying, and getting results.
- Update your personas if new trends, industries, or use cases emerge.
- Collect real-time feedback from marketing and sales on lead quality and fit.
“We are a [business type] that serves [target audience]. Give us a checklist to review and refine our audience targeting every quarter — including what to watch for, who to involve, and how to measure fit.”
Build your own strategy by prompting the Brand Optimizer AI GPT with these 10 Questions.
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