Do You Really Know Who You Serve?

When you ask most companies who their target audience is, you’ll often get something like:

“Small to mid-sized businesses”
“High-income households”
“Nonprofits in the Midwest”

That’s not a target audience.
That’s a vague demographic bucket.

The truth is, if your team can’t confidently and consistently describe your ideal customer in clear, specific terms—your marketing and sales efforts are already working against you.

Fuzziness is expensive.

When your audience definition is vague, your message becomes vague.
And when your message is vague, it doesn’t convert.

Here’s the real problem:

If you’re unclear on who you serve, your customers will be unclear on why they should choose you.

In a noisy market, clarity wins.
And it starts with understanding exactly who you’re speaking to.

So who do you really serve?

Your ideal customer isn’t just someone who can buy from you.
It’s the person (or organization) who:

• Feels the pain you solve most acutely

• Values your specific strengths

• Is aligned with your way of working

• Has the ability to act and engage at the level you need

In other words:
They’re not just a fit. They’re your fit.

5 Questions to Sharpen Your Audience Focus

If you want to get serious about targeting, start with these:

1. What’s the #1 pain point we solve—and who feels it most?

2. Who gets the best, fastest results from our work?

3. Who isn’t a good fit—and why?

4. What beliefs or assumptions does our ideal customer already hold?

5. What would they Google right before finding us?

The goal here isn’t to exclude randomly—it’s to focus intentionally.

Specificity scales.

When you know exactly who you’re speaking to:

• Your messaging becomes sharper

• Your marketing becomes more cost-effective

• Your sales cycle shortens

• And your brand becomes memorable

If your value proposition still feels muddy,
there’s a good chance the issue isn’t your offer—it’s your audience definition.

**You don’t need a bigger audience.

You need a clearer one.**

Your next growth breakthrough may not come from a new campaign or platform.
It might come from finally getting specific about who you serve best—and aligning everything around them.

Let’s start there.

Want help defining your ideal audience?
I’ve got a simple framework that takes 30 minutes and clears up months of guesswork. Reach out and let’s sharpen the focus.