4 Customer Characteristics That Will Make You The Most Money
Patrick McFadden
A lot of our clients are very focused on their business strategy right now specifically around building out service lines or divisions that have the potential for 6-figure or multimillion dollars sales.
I bring this up because my marketing firm Indispensable Marketing has been around for a while and these conversations and meetings aren’t new to us but here are some of the things we notice over the years:
Almost everyone has a million or billion-dollar idea
But FEW choose a million or billion-dollar market or target audience attributes (ideal prospect)
4 Customer Traits To Look For When Choosing Which Target Audience Persona Will Make You The Most Money:
1/ Customers with a pain or problem they want solved
People don’t want what you sell — they want a pain or problem they value to be solved. Your marketing message's job is to help ideal prospects understand what they will get, achieve, relieve, dodge, or acquire based on buying what you sell.
2/ Customers with the ability to afford your solution
Let’s face it. A customer isn’t ideal for your business if they can’t or don’t have the ability to afford your service or solution. It doesn’t matter how much they like your buying experience or how much they enjoy you. You can’t build a profitable and thriving business on people who don’t have the money.
3/ Customers that are easy to reach and educate
Reachability has to be a priority when it comes to choosing your target audience characteristics because an audience you can reach is an audience you can educate. An educated prospect is the great equalizer for a small business. Whether you’re reaching out to prospects proactively or they’re discovering your business online, education is the first step in the sales process. It’s how your prospects come to understand what you do, why your work matters, and how you can help them.
4/ Customers that are motivated to take action
Last but not least, you don’t want to be working with people that can afford what it is that you do but are unmotivated to fix that problem. Just because somebody has a spine, just because somebody has electrical in their home or has trees and you’re a chiropractor, electrician, or tree service, doesn’t mean they’re motivated to take care of, fix, or upgrade those. You have to understand who’s motivated to take action, who’s reachable to educate, who has a problem that they want to be solved, and who has the budget.
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If you’re a small local service provider that needs help with attracting better customers or your online presence on Google and other search engines, at Indispensable Marketing we can help. We offer marketing strategy consulting, marketing audits, monthly marketing packages, consultations, exploratory calls or monthly local SEO services. Contact us for more information.
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For years, the focus of marketing and sales has been to appeal directly to human customers—to connect emotionally, build trust, and ultimately close the deal. But the rules are changing, and small businesses need to be aware of a massive shift on the horizon: the rise of AI agents as decision-makers. At first, this may sound like science fiction. After all, aren’t people the ones making purchases? But the reality is that artificial intelligence (AI) is quickly becoming the gatekeeper for consumer and business decisions. Understanding this shift is critical for small businesses, as it offers both challenges and opportunities. Let’s dive into what’s happening, why it’s happening, and how your small business can prepare. What Are AI Agents? AI agents are advanced technologies designed to handle complex tasks for consumers. They don’t just provide recommendations—they make decisions. Think of an AI agent as a virtual assistant that interprets your needs, evaluates options, and executes the best solution on your behalf. Here’s a simple example: You might tell your AI assistant, “Find me a hotel near Central Park for two nights within a $1,000 budget.” In response, your AI: Searches available hotels. Compares prices, reviews, and amenities. Books the best option without you needing to lift a finger. For the consumer, it’s all about convenience. For businesses, however, it changes the game: your target audience is no longer just the human buyer—it’s the AI agent. Why Is This Happening? Convenience for Consumers Consumers want faster, easier, and more reliable decision-making. With so much information available, the process of comparing options can be overwhelming. AI agents streamline this process by narrowing down choices and delivering results that align with the consumer's preferences. 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By optimizing your digital presence, focusing on transparency, and understanding how AI evaluates options, you can position your business to thrive in this new era. Remember: AI agents aren’t just replacing human decision-making—they’re enhancing it. By meeting AI on its terms, you’re not just staying relevant—you’re setting yourself up to win in the future of business. So, take a look at your business today. Is your data accessible? Is your local SEO in place? Are you ready to meet the needs of AI agents? The future is coming fast, and the time to prepare is now. Need Help? My marketing firm, Indispensable Marketing, provides a step-by-step strategy and implementation process tailored for service-based businesses with revenues between $750,000 and $7 million. We help optimize local SEO, craft trust-building content, and create scalable marketing processes that deliver measurable results . From foundational setup to growth-focused tactics and amplification strategies, our approach ensures clarity, confidence, and long-term success in your marketing efforts. Get in Touch
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