How Well Do You Know Your Prospects? Find Out With This 10-Point Quiz

It's crucial to know your prospects if you want to market effectively to them. Take this quick 10-point quiz to see how well you know and understand your prospects.

If you can't answer these questions, how can you be sure you are connecting with your audience in a relevant and meaningful way?

How can you be sure you are reaching them with a compelling message about your product or service?

How can you be sure you are tapping into the conversation they are already having inside their own head with respect to your product or service?

I would argue you can't. And if you can't do these things, your marketing will not be effective.

Let's see how you do answering the following 10 questions about your prospects or customers.

1. Who are they?

2. Where do they live ... work ... play?

3. What problem do they have that you can solve?

4. How does your product or service fit into their life?

5. What else do they buy in your product or service category?

6. Where do they get information regarding your product/service?

7. What is most important to them?

8. What are they most afraid of?

9. What is their emotional connection to your product/service?

10. How will they rationalize purchasing your product/service?

How'd you do? If you can't answer these questions, odds are your marketing message isn't connecting with your prospects. And if your message is not connecting with them, you won't be very successful in selling them on your product or service.

Take the time to get to know your customers and prospects. Learn all you can about them. Use this quiz as a guide. When you do you'll be able to speak directly to their needs and concerns with your marketing, they will respond. And your business will thrive.

© Copyright 2005 Debbie LaChusa

20-year marketing veteran, consultant, author, teacher and coach Debbie LaChusa, has developed The 10stepmarketing System to help small business owners successfully market their business, themselves. To learn more about this simple, step-by-step program and to sign up for her FREE audio class and FREE weekly ezine featuring how-to articles, tips and advice, visit http://www.10stepmarketing.com

In The News:
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/mellanox-technologies-appoints-sash-sunkara/story.aspx%3Fguid%3D%257B57686689-76DD-42A3-BCE5-A9910ECBA5F7%257D%26dist%3Dhpprcid=1257384897ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNHxxdckcLRGCQpNBNEz3CkgxCpN5AMellanox Technologies Appoints Sash Sunkara as Vice President of b.../b/abrfont size=-1font color=#6f6f6fMarketWatchnbsp;-/font nobr13 hours ago/nobr/fontbrfont size=-1In her role, Ms. Sunkara will have worldwide responsibility for all bmarketing/b related functions and will report directly to Eyal Waldman, Chairman, b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/delaware-investments-names-scott-coleman/story.aspx%3Fguid%3D%257B0CC7B75E-DB53-4C42-9D71-C5AE2C0FD12E%257D%26dist%3Dhpprcid=1257324707ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNHKvQidRw3qAkb1SGMasupAKXkkegDelaware Investments Names Scott Coleman New Head of Distribution b.../b/abrfont size=-1font color=#6f6f6fMarketWatchnbsp;-/font nobr14 hours ago/nobr/fontbrfont size=-1In this role, Mr. Coleman will be responsible for overseeing the firm#39;s institutional, retail and sub-advisory sales, client services, and bmarketing/b b.../b/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.rttnews.com/Content/QuickFacts.aspx%3FNode%3DB1%26Id%3D739511%2520%26Category%3DQuick%2520Factscid=1257324707ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNGA9xy5kq1mjQZspw8g3u4B2CBiygDelaware Investments names Scott Coleman as EVP, Head of b.../b/a font size=-1 color=#6f6f6fnobrRTT News/nobr/font/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.prnewswire.com/cgi-bin/stories.pl%3FACCT%3D104%26STORY%3D/www/story/10-13-2008/0004902849%26EDATE%3Dcid=1257324707ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNEIURvhN2saMHlSLHqA_0Cfp8ZP2wLincoln Financial Network Recruits RHM Financial Services/a font size=-1 color=#6f6f6fnobrPR Newswire (press release)/nobr/font/fontbrfont class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1257324707hl=ennobrall 21 news articles/nobr/a/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.bizjournals.com/boston/stories/2008/10/13/daily3.htmlcid=1256990851ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNEaGBaPdlyER0j_6HvHIGtvdsi0LQBay State ranked worst for pharma sales and bmarketing/b/abrfont size=-1font color=#6f6f6fBizjournals.com,nbsp;NCnbsp;-/font nobr16 hours ago/nobr/fontbrfont size=-1A pharmaceutical trade group has rated Massachusetts the worst state in which to pursue sales and bmarketing/b for the industry, in part because of a new law b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.bizjournals.com/sacramento/stories/2008/10/13/daily4.htmlcid=1257249543ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNGFLlynPVclfLMVrQQ2EZhcI3sKnAHP, NBA in bmarketing/b partnership/abrfont size=-1font color=#6f6f6fBizjournals.com,nbsp;NCnbsp;-/font nobr18 hours ago/nobr/fontbrfont size=-1Hewlett-Packard Co. and the National Basketball Association on Monday announced a new multiyear bmarketing/b partnership that will include development of joint b.../b/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/hp-selects-nba-first-ever-marketing/story.aspx%3Fguid%3D%257B2A8AF144-0C71-40B7-9B6D-2CC11358DAD1%257D%26dist%3Dhpprcid=1257249543ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNF8a9ouw9AgcAV3X4M6xVzUnRw9RQHP Selects NBA for First-Ever bMarketing/b Partnership with a b.../b/a font size=-1 color=#6f6f6fnobrMarketWatch/nobr/font/fontbrfont class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1257249543hl=ennobrall 38 news articles/nobr/a/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/carrefour-selects-teradata-data-warehouse/story.aspx%3Fguid%3D%257B29182061-109E-4DAA-ABB2-FD33FE505B8E%257D%26dist%3Dhpprcid=1257357817ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNHi6CxSPH79oFGCYsOKKUUDbT8_JQCarrefour Selects Teradata Data Warehouse Platform for Retail b.../b/abrfont size=-1font color=#6f6f6fMarketWatchnbsp;-/font nobr11 hours ago/nobr/fontbrfont size=-1b.../b the world#39;s second largest international retailer, based in France, has selected Teradata to support analytical business intelligence for bmarketing/b. b.../b/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.eweek.com/c/a/Database/Teradata-Eyes-Rivals-in-Data-Warehouse-Space-With-New-Appliance/cid=1257357817ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNEEVN-M8aXGgxPHv8zVv4w9_XXYZQTeradata Eyes Rivals in Data Warehouse Space With New Appliance/a font size=-1 color=#6f6f6fnobreWeek/nobr/font/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/teradata-petabyte-power-players-embrace/story.aspx%3Fguid%3D%257BF2181307-7DFA-4B9A-8219-11B508B329AF%257D%26dist%3Dhpprcid=1257357817ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNEoDXRWkPyciflnhr3npB_Aop6A-ATeradata Petabyte Power Players Embrace Growth in Enterprise b.../b/a font size=-1 color=#6f6f6fnobrMarketWatch/nobr/font/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/teradata-breaks-affordability-barrier-analyzing/story.aspx%3Fguid%3D%257B41EFEC55-A305-45C1-AA17-03A84E264A78%257D%26dist%3Dhpprcid=1257357817ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNHrLhRp8iJJUe9wjhXqpqqBjRsP5gTeradata Breaks the Affordability Barrier to Analyzing Petabyte b.../b/a font size=-1 color=#6f6f6fnobrMarketWatch/nobr/font/fontbrfont size=-1 class=pa href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/sas-teradata-unveil-advantage-program/story.aspx%3Fguid%3D%257B91595FA7-CADD-4905-9F50-6D7B73F2D56B%257D%26dist%3Dhpprcid=1257357817ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNHSH0_5095S7T-BzM3Ui2vg8fjR4QnobrMarketWatch/nobr/anbsp;- a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/new-teradata-database-leads-market/story.aspx%3Fguid%3D%257BED389AFA-CB12-4BED-90B8-CB7BD4075546%257D%26dist%3Dhpprcid=1257357817ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNHNaw5n1HqNjZxrPggrj2VfEL_sSAnobrMarketWatch/nobr/a/fontbr/font class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1257357817hl=ennobrall 105 news articles/nobr/a/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.bizjournals.com/extraedge/consultants/winning_at_work/2008/10/13/column160.html%3Fmarket%3Dportlandcid=1257381355ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNHi_82qKk_pvAkreg9ePS8qWWyYPAbMarketing/b to women/abrfont size=-1font color=#6f6f6fBizjournals.com,nbsp;NCnbsp;-/font nobr14 hours ago/nobr/fontbrfont size=-1The show, which centers on a fictional Manhattan advertising agency, received 13 nominations for its portrait of American bmarketing/b in the 1960s. b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/mexicoit-honored-outsourcing-marketing-excellence/story.aspx%3Fguid%3D%257B3DABC871-7C6A-4ABA-A443-B056F5E2049B%257D%26dist%3Dhpprcid=1257375408ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNGDKSL4SCFqz6lx4-0lsXHtcI_D-AMexicoIT Honored with quot;Outsourcing bMarketing/b Excellencequot; Award in b.../b/abrfont size=-1font color=#6f6f6fMarketWatchnbsp;-/font nobr14 hours ago/nobr/fontbrfont size=-1MEXICO CITY, Oct 13, 2008 (BUSINESS WIRE) -- MexicoIT was honored with the quot;Outsourcing bMarketing/b Excellencequot; Award at the Midsize Enterprise Summit 2008 b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.marketwatch.com/news/story/acxioms-direct-marketing-database-solution/story.aspx%3Fguid%3D%257B99BF463B-742D-4DA4-B745-EC6FBC95D21E%257D%26dist%3Dhpprcid=1257280319ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNGtifAgNLBz_oFLc5LrLgXpHP68_AAcxiom#39;s Direct bMarketing/b Database Solution Helps Alltel Wireless b.../b/abrfont size=-1font color=#6f6f6fMarketWatchnbsp;-/font nobr20 hours ago/nobr/fontbrfont size=-1As a result of the popularity of quot;My Circle,quot; the direct bmarketing/b team at Alltel Wireless quickly realized that to improve the customer experience, b.../b/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://newsticker.welt.de/index.php%3Fchannel%3Dfin%26module%3Dsmarthouse%26id%3D793043cid=1257280319ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNH1yBDDEICJH_GC_s-WkrSF3ZicXQAcxiom(R) powers data quality via the Web for businesses of all sizes/a font size=-1 color=#6f6f6fnobrWELT ONLINE/nobr/font/fontbrfont class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1257280319hl=ennobrall 36 news articles/nobr/a/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.prweb.com/releases/2008/10/prweb1466934.htmcid=1257596997ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNGaNroKh11NAWQOMxdgQOcezIngqwJivox Adds Former Intuit bMarketing/b VP to Management Team/abrfont size=-1font color=#6f6f6fPR Web (press release),nbsp;WAnbsp;-/font nobr2 hours ago/nobr/fontbrfont size=-1Jim Gustke Joins Online Video Advertising Service as VP of bMarketing/b, Leveraging a Decade of bMarketing/b Experience at Companies Such as Intuit, Ofoto, b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.prweb.com/releases/2008/10/prweb1448284.htmcid=1257596903ei=I230SI_vGImE6QOspNiZDQusg=AFQjCNGhePV0h21WxFuEliltK0achn01oAMustang Fuel Corp. Selects Quorum to Manage Gas bMarketing/b Activities/abrfont size=-1font color=#6f6f6fPR Web (press release),nbsp;WAnbsp;-/font nobr2 hours ago/nobr/fontbrfont size=-1quot;We were in the market for a system to manage our gas bmarketing/b activities,quot; said Brad Jordan, CIO of Mustang. quot;Quorum demonstrated a clear understanding of b.../b/font/div/font/td/tr/table
marketing - Google News

5 Steps to Success: A Surefire Way to Achieve Your Goals

No doubt you started this year with some big ideas... Read More

Direct Mail Response Rates Soar With Dimensional Mailers in Business-to-Business Lead Generation

The toughest job you face as a B2B direct marketer... Read More

Mobile Marketing a New Age Strategy

More and more companies seem to be looking for new... Read More

Why Doubling Your Fees Can Increase Business: How Pricing Affects Buyers Decision Making Process

Want to know the simple way to get all the... Read More

Making a Hit with Your Marketing Campaign

Considered a vital link in a show's promotional plan, direct... Read More

How to Get the Right Clients and Avoid the Wrong Ones

If you are like most service professionals and small business... Read More

The 4 P s of Marketing: Effective Marketing Programs Depend On Them

There is no shortage of marketing programs, many with great... Read More

Marketers VS Consumers Predators VS Prey

The distance between marketing consultants and the real world can... Read More

8 Instant Ways to Create Consistently Successful Marketing Campaigns

It's almost a given that when I speak to a... Read More

Are Your Brochures Worth The Paper Theyre Printed On?

Brochures are one of the oldest marketing weapons in the... Read More

Top 10 Dos and Donts for an Effective Business Referral Network!

Every business - particularly small, entrepreneurial or professional businesses -... Read More

Your Plan For Marketing Success

The most important, yet overlooked aspect of marketing is an... Read More

Where to Find Cheap Brochure Printing

Whether it is for is a real estate listing, a... Read More

CD ROM Business Cards - Offline Marketing For Online Promotion

It's a great concept, - and it has a 'cool... Read More

Your Marketing ? From The Couch To The Cash Register

When you put time or money into any marketing plan,... Read More

The Top 10 Ways to Market your Business or Professional Practice Without Advertising

Every business and professional practice MUST be in the public... Read More

What to Look for in Display Graphics and Trade Show Graphics

Display graphics are graphic images used for illustration or "display"... Read More

How to Start a Big Mail Service

A BIG MAIL SHOULD CONTAIN:At least three to four Mail... Read More

Wise Man Marketing

It's a sunny morning and you're sitting in your office.... Read More

Business Cards and Business Etiquette

One of the very basic conditions of being a successful... Read More

Nice Guys Finish First

Volunteering your services can be an excellent way to form... Read More

Differentiate or Die

Sounds pretty harsh, doesn't it? Well, I can tell you... Read More

Selling To Your Affiliates

While success with any internet marketing program falls on the... Read More

Top 5 Design Tips to Create Eye-Catching Marketing Materials

Great graphic design looks effortless, but it requires lots of... Read More

Your 30 Second Commercial

This tip is so simple, that many people we've talked... Read More