From Niche To Customer

I was trying to write the Customers section for my website (the webpage where I say who I help & how).

Even so, my mind was blocked and ideas were highly arriving.

~ Here’s the story ~

After a long time trying to find the “perfect” niche — I found out that the best niche is the niche you know the most.

So, the niche that I know the most is the educational niche — this means people who produce courses, e-books, coaching programs and services to educate & help others solve a problem.

And I was deeply excited.

Just in 2027, it will be worth half a trillion dollars, which is the same as the economy of countries like Nigeria, home to 213 million people, according to Goldman Sachs.

Besides, and more important, it was a niche that I understood and liked — I recorded & produced my first course in 2020 (not very successful in sales, but that’s another story).

Even so, my excitement quickly faded away.

I knew what my niche was, but I didn’t have any idea about who my customers were.

Were they course creators, coaches, agencies, freelances, content creators, influencers, or others?

This caused me a lot of confusion because every person inside the niche has different problems and needs — so I didn’t know if I had to design multiple products for every person?

And most important, where should I start?

Which kind of customer should I focus on first?

It might be tempting to try to sell to everyone and their dog, but it's smarter to start small. You need to walk before you can run.

Before you start trying to sell to everyone and handle differente products for different customers – focus on just one type of customer and make one really great product for them. Keep it simple.

Actually, according to Leila Hormozi, one good customer can take you to your first million dollars. As you have more time & focus to make a really great product, and business

Focus that you lack when you try to build ten good products, but none of them ends taking off.

Therefore, choosing your first customer is super important. Make sure they're someone who is worth serving.

The customer is the most important person in the business. They’re literally the person who decides to buy or don’t buy your products — and how many of them to buy.

I mean, you can have the best product, or amazing systems inside your business — but without people to buy your products, your business is screwed up.

Thus, choosing the right customer can be the difference between massive success, average results or a complete failure.

So, the first step to choosing your customer inside your niche is to focus ONLY on what we call a high-value customer.

And, a high-value customer checks all the next four boxes:

Please check that your niche has high-value customers.

When you finish, you have filtered your options.

But, you may have found out that multiple people inside your niche are high-value customers — so how to choose the best option?

Having a high-value customer is the minimum, the next question is:

Are you a high-value person for your customer?

I mean, in business & life, you get paid for the value that you can provide.

Thus, to increase your business success, you need to increase the value you provide.

Therefore, the question is actually quite straightforward:

What’s the 1 single kind of person who I can provide the most value?

For example, when I made this question around my service (helping people in the educational niche to sell their products) — I found out the next answers:

So, what’s the 1 single kind of person that you can provide the most value?

I know it, it's a simple, but very powerful question.

Take your time, and write this down — please, don’t continue reading until you’ve answered it.

I had designed a marketing service for software companies.

Even so, when I presented my offer to potential customers — they thought that I was a crazy & dreaming kid.

The reason?

A company that has raised millions from investors wouldn’t hire a part-time college student to lead its marketing strategy.

It sounds obvious, but I didn’t realize this earlier, as I didn’t know “how my customer thinks”.

Therefore, I created something that seemed perfect from my point of view, but was a terrible idea from my customers’ point of view.

To avoid this costly mistake of spending months building the wrong thing — I suggest you to understand deeply who your customers are.

This means understanding what your customer…

In simple words, you will be inside the mind of your customer. You’ll think like them.

To achieve it, we’ll leverage on the next template that you can download for free here (the template name is Customer Persona Template).

To save you time, and you don’t have to read twice the instructions — you can find inside the template all the steps and instructions.

When you finish, come back here.

Once you’ve finished your template — please pay attention here:

Version. That single word may be one of the most important words from the template.

Because it represents that you won’t have a clear picture of your customers until you interact with them — it’s only there, when you’ll be able to compare your customers’ mental picture vs. reality.

After working with the same customer for months, I can tell you that you'll learn something new from them every day.

They’re constantly changing & evolving (The Evolving Customer).

Thus, you will need to constantly update your template and the beliefs about who they’re & how they behave.

And you’ll do it by using multiple versions of your templates.

I have found this strategy more useful than simply erasing and over-writing — because you can go back to your last notes if you make a mistake.

To duplicate a new version, just click on the Duplicate button that is up right.

Here, many of you may wonder if it’s worth doing this exercise. Actually, many of you may be thinking that:

Well, to handle all of these objections.

Let me tell you my experience, then be free to decide: