Who Specifically Is Your Ideal Prospect?

One of the fundamental things in marketing is to know who your audience is and speak directly to them. This is something we’ve struggled with at Array Digital for a long time. We didn’t know who our ideal prospects were by industry or by the level of the position they hold at their company. We had to look at all of our clients and figure out what kinds of titles our clients or our direct contacts had in those organizations. It fell into two big camps: owners/operators of a business or the marketing director/coordinator. We usually come across these kinds of titles at bigger organizations where you’re not going to get a meeting with the owner. In an ideal situation, we want to have messaging that speaks to each of those personas. If you’re talking to an owner, you’ll have different pain points than for a marketing director. They have different concerns but a lot of the time we can’t separate the two and have to speak to both at the same time. So we have to find what they have in common: they want marketing that will advance the business. Take a look at the different people that hire you and look at what concerns that you address for them. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!