One of the most critical aspects of marketing is to clarify your target market. You can’t aim for a target without defining that target. If your market is confused, you’ll get confused results. If it’s too general, it will appeal to and attract no one. Make it a #1 priority to create a crystal clear target market and orient all your marketing writing around that. To help you clarify your market, here are a few questions that could help you.

1) What problems do you solve? What issues do your prospects suffer from? What are they looking for a solution to? If your prospects were all in a room together, what would they be discussing?

2) What segment of your target market do you most enjoy working with? What is it about them that is enjoyable? Is it personality, success characteristics, or attitudes? When you think about your best clients, what comes to mind? If you could choose these clients and attract more like them, how would you describe them?

3) What segment of your target market do you least enjoy? What is it about them that is troubling? Can you clearly identify the aspects that make working with them unpleasant? Do you have attitudes, behaviors, or tendencies that are self-sabotaging? Do you feel less successful when you work with them? Are they harder to close as clients? Do they tend to undervalue your services?

4) Focus on your absolute best, most successful and most memorable clients. What did they do that set them apart from all the other clients you’ve worked with? How did they approach solving their problem that uniquely delivered outstanding results for them? What can you identify about them that you could use in your target market description?

5) If you were to upgrade your target market, who would you attract more of and who would you eliminate as part of your market? What client issues consume too much of your time without generating equivalent revenue?

6) What skills, training or education do you have that have prepared you to work with new segments of your market? Have you worked with new variations of problems and considered targeting that segment of the market? What has changed in your business that could change the dynamics of your market?

7) How have your feelings changed towards your market? What have you grown weary of? What new potential excites you? What technological changes suggest new ideas? What have prospects been asking for? What services have been requested that you can’t or don’t yet provide?

Don’t work on business materials until you have zeroed in on a crystal clear target market. Use these questions to clarify and define who you work with for all your marketing writing projects.

Suzi Elton provides business writing that attracts targeted prospects to your service business and converts them into clients for you. She is a Robert Middleton Certified Action Plan Marketing Coach, as well as a professional writer. Her website offers a free series of 8 assessments you can use to analyze your own site.