How can I better understand my target market?


Make sure you have a marketing plan, no matter how formal or informal. A big part of that plan is knowing who you are selling to, noting that this can change. 

In today’s highly saturated information world, reaching your potential customers is difficult and can be impossible if you do not know who they are. This is something that needs to be looked at, studied, and updated at least quarterly. 

When you pick your target market, you must know your target market. Find out where they hang out (online, at the supply store, etc.) and make sure your sales pitch and collateral material speak to them. Make sure you have the right samples, prices, and pitch. Then, get in to their groups, follow them on Twitter, like their Facebook pages, attend their trade events, and start winning the business.

—Aaron Montgomery, 2 Regular Guys, MontCo Consulting