Influence - Creating a Target Audience Description

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In sales it is paramount that you know who it is EXACTLY that you are speaking to. That includes your marketing and sales communications. This audio-enabled presentation outlines how to create a …

In sales it is paramount that you know who it is EXACTLY that you are speaking to. That includes your marketing and sales communications. This audio-enabled presentation outlines how to create a target audience description and the value it will bring to sales

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  • Before you can generate quality leads you need to have an EXACT description of who you are targeting your message to. This 17 minute audio enabled presentation will show you how to create a Target Audience Description.
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  • 1. WWW.CNVRG.COMCreating a Target AudienceDescription A Readiness Education Element for Sales Lead Generation
  • 2. WWW.CNVRG.COMOur Agenda● Why have a Target Audience? ● The value and necessity● Creating Target Audience Descriptions ● Knowing EXACTLY who your target is● Integrating You Target Audiences into your communication tools ● Organize your Target communications● Common Communication Tools Overview ● Simple tools to help out
  • 3. WWW.CNVRG.COMRecent PitneyBowes Ad
  • 4. WWW.CNVRG.COMThe Value of Targeting Your Audience My 25-35, CIO Message My CFO Message My Generic Message My Retail Message ? ? ? ? ? ? ? ? Higher percentage penetration and conversion
  • 5. WWW.CNVRG.COMThe Necessity of a Target Audience● Stimulates Focus and Learning ● Continuous Improvement ● Expertise vs. Familiarity● Simplifies Your Message ● Removes generalizations ● Laser precision● Improves Reporting and Monitoring ● Who is listening? ● Are they responding?
  • 6. WWW.CNVRG.COMWho EXACTLY is Your Target● The is no “One Message” for all ● Demographics, Gender and Experience● Before you begin You MUST Know ● Age ● Gender ● Industry ● Position ● Education ● Geography● Most Importantly ● You must KNOW how they PREFER to communicate
  • 7. WWW.CNVRG.COMSample Target Audience Checklist● Age ● Helps to determine our message delivery ● Shown usually as 25-35, 36-45 and 45-50● Gender ● Helps to determine message tone ● Dear Sir, Madam or Miss● Industry ● Hospitality, Health Care, Retail, Manufacturing, Real Estate, Financial, Government, Education ● Establishes Industry specific jargon
  • 8. WWW.CNVRG.COMSample target Audience Checklist● Position ● CEO, CFO, CIO, VP, Director, Sales, Marketing, Engineering, HR, Finance, Owner, Logistics ● Assists in determining message relevance● Education ● High School, College Degree, Advanced Degree ● Supports our message language● Geography ● West, Central or East Coast, Specific State (football) ● Helps us validate relevance
  • 9. WWW.CNVRG.COMGet Your Targets Organized● Creating Distribution Lists ● Yes you need to be able to sort by each demographic element ● My Target Audience is: ● 25-35 ● Female ● Retail ● CFO ● College Degree ● Dallas, TX ● Should I have more than one target audience? ● Yes. However, I try to keep my target to thee as it keep me sane
  • 10. WWW.CNVRG.COMCommon Communication Tools● Email ● Outlook sorts by category ● Position, Geography and Gender are already part of Vcard● Email Campaign ● Mail Chimp organizes lists by group● CRM Applications ● Sync to email and campaign apps
  • 11. WWW.CNVRG.COMExtraordinary Life Altering Content and Education Since 2005● Learn more at: ● My programs ● www.cnvrg.com/readiness-education● Read more at: ● My blog ● www.cnvrg.com/readiness-content● Become a member at ● www.cnvrg.com/membership