I was thinking about this recently: most business owners actually know what they sell.
They know the product. They know the price. They know what makes it different. Some even know exactly the kind of customer who usually loves it.
Then you ask one simple question:
“Who exactly are you trying to sell to?”
And the answer is often: “Everybody.”
Everybody is not a customer profile.
When you say everybody, it becomes much harder to decide where to look.
Who bought from you recently? Who was the easiest customer to sell to? Who bought again? Who referred somebody? Where did those people come from?
Those questions start giving you clues.
If five of your best customers came through a particular type of business, community, profession or location, that is useful information. You now have somewhere specific to look instead of shouting into the whole internet.
The question I keep coming back to
Some businesses don't need another motivational speech about selling. They need somebody to sit down and say:
“Okay. Forget everybody. Who exactly are we looking for?”
That question alone can change the way you look for business.
It turns customer acquisition from “let's try everything” into a much more deliberate search.
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