Boost Your Sales With These Sales Funnel Secrets

sales funnelIf you’re like most internet marketers, you’re always looking for a way to improve your sales. And the first way you seek to do that is by improving your sales funnel to make it more effective. With this in mind, here are some secrets you can learn to improve your funnel and boost sales right now. By following these guidelines and using these few tips, you will improve sales and see immediate growth in your business!

Sales Funnel Secrets

Personalization – One-size-fits-all sales funnels are outdated. Today, the technology exists to help make your audience feel special by creating funnels that are personalized for each visitor or each unique audience depending on where they’re visiting from. For example, if you are guest posting to drive traffic, you want a special sales page for visitors who come from these guests posts.

Better Images – There are all kinds of images you can use in your sales pages today, such as still images with inter-laid GIF images inside, creating movement in the picture that draws the eye to a different area of the sales page. You can also create a sales page that uses a different image each time a particular person visits the page. Finally, if you have a product, take a 360-degree image of the item so your audience can interact with it and see it from all sides.

Dynamic Pricing – This is a relatively new concept online but not anything new in reality. This type of pricing often exists with real-estate or apartment rentals. The price is based on how well the item is selling and how much inventory you have. It’ll go up and down once it’s set up based on that criterion.

Awesome CTA Buttons – Take a look at some ads online and see if you can find the CTA button. If you can’t find it, that is a problem. While many of us know that there is something to click somewhere, many people will not click unless they feel invited. Invite them with a big, juicy button with an explicit call to action.

Coupons – You can offer incentives and coupons via your sales page either by practice or exception. For example, if someone clicks away from the page, you could offer a pop-up that gives a coupon code if they stay on the page. Or, you can automatically offer a coupon code to any first-time visitors.

Up-sells – Getting buyers to increase their checkout volume is a great way to boost sales. Offering up-sells at the time of buying, such as a professional version of the product you’re selling or a more complete version, is a great way to increase the size of the order.

Down-sells – Sometimes you may have a very expensive product on the sales page, and the target clicks away, maybe due to the expensive price. You can offer them a less expensive version or an opportunity to pay less by doing something such as sharing or commenting, and they’ll likely take it.

Cross-Sells – At checkout, you can offer companion products at a discount if they buy right now with their first purchase. This is another great way to boost sales without having to do much work.

You may already be using some of these features in your sales funnels, but if you’re not, try them out. Add one of these features to your funnel and test it out to see if it gets higher sales or not. Using this process when you market – Discover, implement, test and repeat – will help you to find the elements that will work the best for your sales funnel and yield the most sales for your business!

Key Components of a Sales Funnel

sales funnelNo matter what type of product or service you promote, the purpose of a sales funnel is always the same:  The purpose of the funnel is to get new leads, turn those leads into buyers, and to get those buyers to buy more.  While there are different configurations for a funnel, there are some key components that should always be included in your sales funnel.

Sales Funnel Basics:

Lead Magnet – This item goes at the widest part of your funnel because it is designed to get people to sign up for your email list. Often times business owners offer a free product or a trial version of a product in order to get people on their list in order to market to them and offer them the real products or services they want to promote and sell. To accomplish this, you’ll need a squeeze page to promote the lead magnet or freebie, an email sign-up form, as well as a download page.

Entry Product – Some people call this the “tripwire” but using this language can unintentionally (and unfairly) evoke a negative connotation. The fact is that this entry level product is an inexpensive product that your audience can buy that will be a low cost comparison to your main products. It will give them a good example of the type of products you sell. But it’s also a good place to add an up-sell opportunity for your buyer.

Email Content – Both the lead magnet and the entry level product put the prospects onto an email list so that they can now learn about everything you offer. You will want the lists segmented so that you can send them the right information. You’ll need to create email content that is designed to send your audience to the next product in line for them and their unique interests.

Product – You’ll need at least one higher-priced product, if not a series of increasingly higher-priced products. This could be an advanced product or course, a private forum and support group, one-on-one coaching services, and more. If you can create a continuity program, it’ll make a great up-sell for either type of list.

Sales Page – Each product needs a sales page that will also need an up-sell (and even perhaps a down-sell) to best utilize the opportunity of connecting with your prospect. You don’t want to turn away any opportunity to connect and make an offer.

When you create each component for your sales funnel, there are several aspects to include with each element to make it complete. You’ll also need to think about how those components flow together to make a complete campaign.  Even though each unique funnel may have a different purpose, they all need to include these key components in order to be effective and grow your business.  Get to know each component and its function so that you become an expert at creating these sales funnels!

The New and Improved Rules for SEO

rules for seoA lot of people think that SEO is just a trick, or a bunch of shifty tactics to take to get people to come to your website. While it is true that some of the methods you read about seem somewhat unethical, the fact is that if you follow the rules for SEO without trying to mislead anyone, you’ll find that they are sound business practices that help you build brand awareness, get more traffic, and make more sales in an honest and effective manner.

Follow the Rules for SEO With These Tips in Mind…

Consumers Are Smarter Today – Most people who are shopping online are clued in on the tricks of the trade now. They understand sales pages, and know what clickbait is, and they don’t like most of them. You want to acknowledge that fact with everything you do. Respect their time and don’t trick your audience.

Mobile Optimization Is an Imperative – Today websites need to work seamlessly on any device, so mobile optimization is very important. Your audience needs to be able to read, learn, interact, and purchase through their mobile devices without missing a beat.

SEO Is a Long-Term Strategy – Working on the SEO structure of your websites and blogs will take time. It should not be considered an overnight success measure. When you think about rules for SEO, it should be considered a long-term strategy that will work over time to affect traffic on your site, not a quick fix.

Content Needs to Provide Value – If you know your audience and understand the message that you want to send to them, you’ll be able to create amazing content that provides a lot of value to your them. The information should be trustworthy, expertly written, without grammatically errors, and interesting to read.  Content they can actually use will keep your brand in front of them.

Keyword Density Is Old News – Keywords should be in the title tags, content, H1 tags, URLs, alt text on images, and within the image name. But when thinking about the latest rules for SEO, keep in mind that keywords in content should be included in a natural way without any concern about “density.”

Satisfy the Needs of Your Users – This goes back to creating content for the different personas within your target audience. You have to put yourself in their shoes and know what they would find valuable and useful.

You Must Earn Links – Links tell search engines how authoritative your website is, what topic your website should be ranked for, how trustworthy your website is, and how valuable the content you create is. If people are linking to and sharing your content, engaging with the content, and visiting your website, you’ll earn links. In other words, skip the article directories, blog networks, comment spamming, and link trading. They don’t work.

Social Is a Must – The reason you need to use social media is to build community and relationships so that you can distribute your content and information to people who desire it, need it, and want it. You can simply help people out, and then reap the rewards.

When you are aware  of and embrace the new rules of SEO, you’ll be more successful with your SEO strategy – whether it’s on-page or off-page SEO. Remember that it’s a long-term process that will pay off many times over if you trust the process and follow the latest rules of SEO.

Guide to SEO Success


seo success

The key to search engine optimization success (SEO success) is really about strategic planning, content strategy, and creating an experience that will resonate with your audience. SEO is not just one thing; it’s an overall strategy that will help you build your brand and market your products and services through using content. It’s also about marketing that content, as well as using other methods to build traffic.

Here’s a quick guide to achieving SEO Success:

Know Your Audience – In order to create information that your audience wants to see and learn, you need to know who they are. Try creating audience personas to cover all the different segments of your audience – from your cold prospects, to your warm leads, to people who have already purchased from you.

Create Valuable Content – When it comes to SEO success, content really is king. Today, content marketing is the main SEO opportunity that works well to build your brand, get more traffic, and make more sales. The content should be valuable to your audience and not simply written for search engines.

Earn Links – If you have links from other authorities’ websites to yours, it moves your website up in the search engine results. But, you can’t have just any links to your website. They must be earned links via social media, guest blog posts, videos, and other means. Do not pay to get links; this doesn’t work and can actually get your site blacked out from SERPS.

Structure Your Website Correctly – For SEO to really work, it’s not enough just to have excellent content. You also need your website to have a linking structure and design that loads quickly and works across all devices. In order to experience true seo success, you want keywords in the URLs, keywords in the anchor text, and in titles of every page and every piece of content you publish.

Keep Abreast of Google SEO Guidelines – Things change quickly in SEO, with every update that Google and other search engines make. Sign up to receive Google updates on their webmaster guidelines. The information you can learn from Google will work for every search engine.

On-Page SEO – On-page SEO includes title tags, images, keywords, content, and internal links. Understanding how to use each of these is important because it will make a difference behind the scenes to get more traffic to your website.

Off-Page SEO – This refers to earning external links via content marketing, social media, guest blogging, and more. The point is you need to earn the links in an organic manner. As mentioned, do not pay for links or pay to play guest blogging. Earn the links through the natural things that you do to engage with others online.

Promote Your Content – One of the things that people miss out on when it comes to SEO is that they create tons of content, but then forget to market it. You may market your products and services, but you also need to market your content for best results.

Using these SEO tips will increase your chances for SEO success if you do them all regularly and patiently. SEO is not an overnight solution to traffic generation. If you want something that’s overnight you’ll need to run paid ads. However, SEO can not only help you get traffic, it can also make the traffic stick around due to the fact that your website is easier to navigate and has the right information.

How to Optimize Your Visuals

optimize your visualsUsing images in your blog posts, articles, and advertising is an important aspect of grabbing your audience’s attention and explaining your story with fewer words. Images can speak volumes over text alone, and if done correctly, they can even be optimized for SEO. You have only seconds to get their attention, so a great image can capture your audience AND get get your article found. Here’s how to optimize your visuals.

Tips to Optimize Your Visuals

Choose the Right Image – No matter how much coding you use or how much optimizing you do, if you don’t choose the right image that makes your point then you’re wasting your time. Choose an image that communicates your end message.  Also be careful that the image you choose is legal.  Be cautious of free sites, as those don’t always provide legal images .

Scale Images – How fast your website loads makes a huge difference in whether or not you keep your audience on your site. An image that is too large can cause serious problems with loading your website. Ensure that you’ve scaled for mobile devices and made everything mobile friendly. Load the images in the size you want them viewed, and not larger.

Reduce File Size of Image – Images that will only be viewed online do not have to be as large as images that you’ll use for printing, so you can reduce the file size substantially while not destroying the quality of how it appears. Test which percentage works best for your needs yet still looks good. You can use a tool like PunyPNG to compress your images if necessary.

Name of Image Carefully – When you name your image, give it a file name that uses a keyword that you want to use in the article and describes the image. This will give you another aspect for search engines to index that has keywords.

Alt and Title Text of Image – Always fill in this information with the right keywords. You can repeat the keywords you used in the name of the image, but give a real description. When some who cannot actually see the image hovers over it, the description appears, which means that people who cannot see but have assistive devices will actually hear the description from their readers, while people who can see the actual image will see the words float over the image.  When you optimize your visuals, sometimes what is unseen is as important as what is seen.

Add Open Graph – This is used for social media platforms such as Facebook and Pinterest; it goes in the image tag and allows you to add a link to the image in the coding so that people will be sharing the original image that leads back to your website on social media. Without this, your images may not show up properly in Facebook or other social media. To learn more about Open Graph Protocol, click here.

Watermark Your Image – People are going to share your images and they may even try to use them illegally. If you Watermark your images, no matter what they do to them, you’ll be able to know and others will know that it was your image and came from your website. Even if everything else is stripped out of it, a watermark will let people know it came from your site.

Location of Image – Where you put your images is just as important as which images you decide to use. The image is supposed to advance the story you’re telling your readers, so you want to put it where it makes the most impact for your message. That may be somewhere in the middle of the blog post or article, or it may be at the intro of the article. You’ll need to make that determination as you publish.

Add Captions to Your Image – Putting captions on your image is another way to get more text, thus more keywords for the search engines to locate on your site. But, it can also serve as another way for your reader to identify the image and understand its meaning in terms of the overall story.

Using images in your blogs and on your website is important to help tell the story you want to convey to your readers. They help expand the readers’ minds, get your message across with fewer words, and help evoke a feeling that you want them to feel. But, equally importantly, if you optimize your visuals, they can also be useful when it comes to proper SEO in order for you to get FOUND!

9 Key Elements of Action-Producing Visual Marketing

visual marketingWhen you make a video for your business to promote or sell something or use any type of visual marketing, it’s important to include elements that will make your viewers want to take action. There are nine essential elements that you can include to help make a viewer take action when watching your videos. These essential elements are so powerful that they can even be effective for still pictures, as these elements will make ALL your visuals more likely to get your viewer up and taking action.

Are These Key Elements in Your Visual Marketing?

1. Emotion – When you set up any shoot, whether video or not, you need to think in advance of what type of emotion you want your viewer to feel. And, knowing who the audience is will tell you which types of images you can use to evoke those particular emotions. Have a plan in place before you start shooting or searching for the image.

2. Appeal – Some types of images are just simply boring, so you have to consider how you can make the image more appealing.  As an example, think about how car commercials advance their appeal by showing people either driving though the country or city, depending on the type of buyer they want to attract.

3. Movement – Even a still image can denote some type of movement, and this will can help make an image more interesting. When you are taking shots of a process, ensure that you are showing the entire process. Still images can hint at motion by adjusting the focus or lines of the image, but video is obviously the best choice for really depicting motion.

4. Sound – Although sound doesn’t really come into play when it comes to a still shot, you can still make people imagine sounds with the composition of the image. For example, if you’re showing a picture of something that makes sound, your audience may imaging that sound. If you are making a video for your visual marketing, you need to consider what sounds you’ll add in addition to the talking. Consider how the background music makes your audience feel when you add it, and make sure not to make it so loud that they can’t hear the talking.

5. Moments – When you think of your images as moments, it makes it easier to capture the exact experience that you want your audience to feel. You’re telling a story. Even if the story is about why this stapler is a better stapler than the one at the other store, it is a story that you need to explain to the viewer using moments and events to advance it.

6. Characters – Most people want to see pictures of people. One image of someone’s face can tell more than 1000 words, because you can elicit all the emotion you need with that one facial image. But, in some cases, images of nature, animals, and other characters can also work together to tell the whole story.

7. Relevance – You’ve probably realized through your research how important it is to stay relevant to your audience, and using the right images is no exception to that. Visual marketing is completely dependent on you ensuring that you stay relevant in the eyes of your audience.  Make sure that you share targeted information with them with a particular reaction in mind.

8. Location – You can transport your audience to new locations with the right images.  This can even include taking them right out of their comfort zone! Think about what you’re trying to get them to do and feel, and how the setting of the image can advance those ideas for your audience.

9. Motivation – When you start using visual elements to attract, inform, educate, and interact with your audience, you need to be clear on where your focus lies and what your motivation is. What is the entire point of the message? If you don’t know that, it will be hard to choose the right visual elements.

If you want your viewers and readers to take action, using strong visual elements is a good way to ensure that they not only stay interested in what they’re consuming, but also feel the pull to take action on what they’re consuming.

Understanding Visual Marketing and Copyright Laws

visual marketing

Visual marketing is so powerful, but when you start using it to promote your blog, it is important to learn about the laws surrounding using images. There are many misconceptions, and if any of those misunderstandings lead you to violate a copyright law (knowingly or unknowingly), it can cost a lot of money. Taking just a few extra minutes to learn about these laws in will save you even more time (and dollars) later!

Yes, You Can Be Sued!

Using a copyrighted image without permission can cost you a lot of time and money, even if you didn’t know it was a copyrighted image. For example, if you got the image from a royalty free site, and thought it was legal but it wasn’t, you’re still liable. This is why free sites are so dangerous. What’s more, even if you remove the image when told, you can still be sued due to having used the image. The fees can add up to thousands of dollars.

Visual Marketing DON’Ts:

You cannot use a picture without permission – period. (By the way, using a picture then giving the photographer credit is NOT the same as getting permission, and neither is putting a disclaimer on your blog for the image.)

You cannot change the picture and call it “fair use”; it’s not.

You cannot use the image if your website is not for commercial use.

You cannot use an image without permission, even if it’s embedded from their server.

In short, you cannot use an image for any reason without permission. And, even after you remove it when asked, you may still end up having to pay for using it, even if it was only for a few minutes. If they have proof, then you’re out of luck.


So where can I find pictures that ARE okay to use?

Creative Commons Images – Creative Commons-licensed pictures are fine to use, but make sure you read the terms, as there are restrictions on how you can use them and how you must credit the owner of the image.

Public Domain Images – No, this doesn’t mean that if the image is online, it’s in the public domain; public domain is a legal term that describes images where the original copyright has run out, and now the image is free for the public to use, but with restrictions.  When using public domain images in visual marketing, make sure you read the fine print to stay legal.

Paid Stock Photo Sites – To be the most safe when it comes to copyright of images, buy them. However, keep in mind that you still cannot use the image however you want to. You need to read all the terms of service for exactly how the pictures are to be used, and follow it precisely.

Take Your Own Images – Taking your own pictures is by far the best way to ensure that your blog has legal images on it, and now most mobile devices have perfectly good cameras for quality images you can use online. You already have photo editing software on your computer and in the cloud through various programs such as that will work perfectly fine for your needs.

It’s always best to assume any image has a copyright of some kind. If you’re not totally sure about the state of the image, or the terms of service, don’t use the image. It’s important that everyone respects the intellectual property of others. Not just because you can be sued, but because it’s the right thing to do.  Now more than ever visual marketing is a key element in your marketing strategy, so knowing the law is vital.

8 Effective Steps to Writing Compelling Copy

compelling copyCopy refers to words used on web pages, ads, promotional materials, etc. to sell your product or service and convinces prospective customers to take action. In many ways, it’s like hiring one salesman to reach all of your customers.  Compelling copy convinces your audience to take the action that you want them to take using techniques that help lead the audience gently toward conversions. Copy writing is a skill that can be learned. It just takes practice, patience, and testing to get it right.  Using the following tips will get you there faster.

Essential Steps for Writing Compelling Copy

Step #1:  Start Simple – Your first pass through whatever you’re writing should be simple. Just get the information down without any embellishments. Write down what you want to impart to your audience. Tell them what you have for them, what it’s going to do for them, who you are, and what they need to do next.

Step #2:  Define Who You Are – Now, go back to the section in the copy that talks about who you are; usually you want to get this over with very quickly because you want to focus more on the audience than on yourself. But, your audience is going to want you to answer the question, “Who the heck are you to recommend this to me?” Giving your background, telling your why, and explaining how you came up with the idea is important to help you relate to your audience.

Step #3:  Add in a Story – You’ve told your story; now you want to tell their story by providing case studies, examples, and more to tie it all together. If you don’t yet have specific case studies of someone succeeding using your product, you can be more creative by finding more general examples of people who succeeded without giving up, then relate that idea to your product. When you do have some specific stories to share, add them in later.  A compelling copy inspires others to take action based on success stories.

Step #4:  Add Facts, Figures, and Stats – Now go in and fill in some facts to back up every bit of your assertions you’ve made in the copy so far. Your audience will enjoy reading some stats and facts because it’ll make it easier for them to believe the things that you say your product will accomplish. When your audience sees details with numbers, it will help them visualize the solution much better.

Step #5 Make It Personal – Now you want to go back into the copy and add in language to make everything a lot more personal. Break grammar rules and use personal pronouns like “you,” “our,” and “we.” Avoid using the word “I” other than when you are telling your own particular story. You want to draw the people into the story thinking of themselves and visualizing how your solution will help them.

Step #6 Bring the Dream – Now go back through the copy and add in some dream words and imagery to really let your audience feel the emotions you want them to feel with your choice of words. For example, “close your eyes and imagine yourself” or “Six months from now you’ll either be 50 pounds lighter or not – it’s up to you.”

Step #7 Get Endorsements – If there is a mover and shaker that your audience values and admires, and you can get them to endorse your product, that’s a great thing to accomplish and will help your audience make a choice. You can also get endorsements from people who are just like those in your audience by offering advanced copies of your product to them.

Step #8 Make It Beautiful – After you’ve perfected everything, go back in and make it look beautiful. Add the right fonts, the right colors, and the right images. Check it for errors, layout, and test it on many different devices as well as browser choices to make sure the imagery is appealing no matter where it is viewed.

Writing compelling copy is an important skill to master if you want to create high-converting sales pages, advertisements, and information that leads your audience to make the choices you want them to make.

Why You Must Use Responsive Design for Your Website

responsive designSo what is responsive design for a website, and why is it so important?  Small business owners want to have a website that gets results for them, attracts prospects, brings in leads, and converts visitors. But, like most things with technology, there are always changes taking place. It’s important to keep abreast of these issues, even if you’re not a web designer, and that’s where responsive website design comes in.

What Should You Keep in Mind When Thinking About Responsive Design for Your Website?

Usability – A responsively designed website will be easier to use for the visitors than one that isn’t. A responsive design is clean, has usable menu options, and uses all the technology available for one-click calls, one-click emails, and more. A website optimized for mobile will work better than others because that’s where most people will use it!

Mobile Web Growth – Mobile internet has grown by over 400% in the last two years and is going to continue to grow. However, it’s not going to replace other types of devices. In fact, people are becoming multi-device users. They use their phones, their tablets, and their PCs interchangeably.

SEO – Having a responsive design for your website is one of the best things you can do for your search engine optimization. The reason is that most search engines give a higher return of responsive sites as results in searches. Also, responsive websites are easier to use and simply work better.

Avoid Flash – It’s important to be careful about using Flash on your desktop version of your website, but you should never use it if you want your website to be responsible. When you embed videos in your website, this can be an issue. Be sure to use a plugin that enables you to deliver the video to both mobile users and desktop users.

Stop Using Pop-Ups – It’s true that they do work great to convert on your desktop. But, you need to ensure that you set them up not to try to deliver to a mobile device, because they simply don’t work on mobile devices.

Consider the Fingers – Remember that people using mobile devices are typically using their finger to click their choices. Design buttons and drop downs with that in mind, giving plenty of finger room and differentiation between choices.

Create Optimized Page Titles – Even on mobile, each page needs a good page title. You want to avoid titles that are drawn out and confusing. Use keywords in the titles, and keep them short when possible.

Optimize Meta Descriptions – Meta descriptions for mobile need to be short; in fact keep it to 120 characters or less. This will ensure that Google and other search engines are getting the most information in the best way.

If you want more visitors and repeat visitors, it’s important to keep these things on your radar when you are thinking about design. Even if you’re not technically a web designer, you’ll need to stay informed about what works best for your prospects and visitors. You can hire a good web designer, or you can simply choose to use the right self-hosted WordPress themes.  Either way you decide, if you want responses, make it responsive!

How Can Market Segmentation Help You?

market segmentationIf you want to market and advertise effectively with your business, it is crucial that you learn about market segmentation. So what is it?  Simply put, it is identifying the main market for your products and services and narrowing down the market further into groups. This is has great value in helping to target your marketing efforts and get results!

How you categorize your audience varies based on whether you are a business-to-business marketer or a business-to-consumer marketer. The more you can learn about your market, the better. Some types of segmentation are actually determined by the market, such as behavioral segmentation.  As an example of this, consider the following:

Your prospect visits your website and sees a sign-up form to receive an important checklist that will help them accomplish an important goal. The prospect gives you his/her email address; your autoresponder sends them to the download page for the free checklist.  Now, the lead is on your email list. They have converted and have moved from cold to warm in terms of marketing. They have shown interest and given permission to you to send them information about your products and services.

Based on the fact that they downloaded your targeted checklist, you know something about them that you didn’t know before. You can now send planned autoresponder messages based on that download. You can follow up with them to find out how well the checklist worked. You can send tips about how to use the checklist. You can up-sell a paid product or service that is related to the checklist.  This shows how market segmentation based upon a prospect’s behavior can really help your future marketing efforts with clients who exhibit the same behaviors!

Other Forms of Market Segmentation:

In addition to behavioral segmentation, there are several other ways that you can categorize prospects for marketing purposes.  Othr areas of market segmentation include:

  • Demographics
  • Lifestyle
  • Life stage
  • Household
  • Preferences
  • Motivation
  • Industry
  • Purchases

All of these may not work for your particular business, or there may be even more, depending on the type of business that you have, whether you sell physical or digital products, and whether your business is product-based or service-based. All of these factors play into how you use segmentation, and how you perform it.

Tools to Help with Market Segmentation

No matter how big or small your business is, there are certain tools to help you to make this process more streamlined. Some of those tools include:

Active Campaign – You can use this or any similar marketing automation tool to do the research and crunch the numbers within its analytics. This gives you the ability to move people to different lists based on their behavior and where they sign up.

Lead Pages – This is landing page software that keeps stats and helps you automate the process of list building. List building is a great way to build your audience, and it is also a good way to segment the information you’re sending.

Google Analytics – Using this software on your website will enable you to find out, even before you build a list, what types of people are coming to your website to get the information you’re putting out there. If it’s not the type of people you’re expecting, you may need to adjust the type of content you’re publishing.

The more information that you can collect, the easier it will be to segment your market. With that information, you can define each audience within your market so that you can meet their needs more effectively. This will help you to target your marketing efforts which will help you to grow your business!