How can you find the right audience for lead generation?

The exercise of defining your customer persona can significantly help guide your business development teams in creating high value leads. This is especially true when looking to gain marketshare into a new category. This allows the teams to clearly define their lead generation tactics.

Identify specific demographics such as age, gender, location, income level, industry, company size, etc. Understand their interests, behaviors, pain points, and motivations related to your product or service. Conduct surveys or interviews with existing customers to understand their needs, preferences, and challenges. Study competitors' customer base to identify potential overlaps or gaps in your target audience. Use data from CRM systems, website analytics, and social media insights to identify patterns and preferences.

Clearly define the characteristics of the ideal customer and then build a pipeline of prospects. Collect information such as Goals, Challenges, Demographics and Interests to pitch a tailored service. It helps you to stay relevant and gives you a personalized reach to a right set of audience.

So, you made a buyer persona. Think where they can be. Which platform fits best? Gen Z? - TikTok, Instagram. People in suits? CEO? - LinkedIn Can't find in them something specific? Facebook Remember, you have to know audiences well and have a plus-minus similar tone of voice when you will reach them.

A landing page should always have an eye catchy Headline so that visitor get a strong CTA. It should have all the necessary service solution that can engage right set of audience. Today's visitors are tomorrow's potential leads. Their first land should give them a clear idea about their next step that is your provided solution. Remember to keep the language simple and understandable.

Track your touches, if you use a touch system. That will greatly help you. Do it in Excel. Mostly, your interest in touches are: 1) number of touches before the lead reacted (How many times I have to speak to him, before he make a sound?) 2) Lead`s status (converted or not?) 3) time between touches (How many time passed after the last talk?) 4) channels of touches (Did I email him? We meet in subway?) Those metrics may help you understand at least what are you doing wrong.

Analyze demographics, behaviors, and pain points. Unmask your ideal customer, pinpoint their online hangouts, and target precisely. Right leads, right conversions.

You don't find your ideal audience. It finds you. The typical fluff you'll hear from garden variety marketers is that you must create a buyer persona, define avatars with specificity, look into demographics, psychographics, blah, blah. All this is SECONDARY. In practice, you must know how to speak the truth about something that matters in changing someone's world. You may think you know who that person is. Don't fool yourself. You don't know it until you get a reaction – the right kind of reaction. And this is why your audience finds you and not the reverse. You can speak all the right things where you most thought you'd find your public, and still bomb. Speak and watch who truly listens. Then, follow them to their watering hole.

We use ICP (Ideal customer portrait) to find the right audience. Sometimes it fluctuates, meaning that there can be several industries where should we operate. It is always about testing different audiences for your ICP. You can get the right audience from ICP and vice versa, you get the right ICP from the audience, and sometimes such a thing happens :)