Forget Targeting: Think of Customers as ‘Peers’
Posted By : Gil Aranowitz / Posted In : Content Marketing

Forget Targeting: Think of Customers as ‘Peers’

Marketing is full of military references. Companies identify ‘target’ customers and proceed to ‘bombard’ them with messages. They create programs that ‘leapfrog’ and ‘outflank’ competitive offerings. Heck, marketers even deploy ‘guerrilla’ tactics to ‘hijack’ events and occasions.

And while many of these are critical to marketing success, it’s time to question the most fundamental of  marketing warfare terms – the notion of targeting customers.

Targeting is a relic of an era of one-way communications. When mass media tactics were the dominant way for brands to communicate. When the opportunities to interact, engage and quickly respond to customer queries were few and far between. When companies used marketing to talk at people rather than to them.

Today people are connected digitally and are empowered to seek out the information they choose on the brands and products that interest them. And companies need to do more than simply talk at people with one-way messages. They need marketing that fosters dialogues. But you can’t foster a dialogue with a target. You can with a peer.

Thinking of your prospects as peers will help you find common ground to engage them. It will create chances to make your business a valuable part of your industry, community and the world in which your prospects live in. It will also create opportunities to share information that is mutually beneficial to both their needs and your business.

To transform from a target marketing orientation to a peer marketing orientation, start by asking yourself how do your company’s prospects relate to each other? Through community affiliations? Church groups? Trade associations? Do your prospects rally around certain social causes? Support a local sports team? Socialize while using your products or services?

These areas lend themselves to communicating with people interactively. Any or all of them can be opportunities for you to start relating to your prospects as peers. Through events. On social media platforms. With email marketing that is relevant and interesting. Via engaging blog content on your website. And from there you are on your way to building a meaningful relationship with your prospects.

To help you get started relating to your prospects as peers, check out our ebook on how to create Killer Marketing Content.


Want to find out more? Have questions?

Feel free to contact us, drop us an email at info@buddingculture.com or give us a call at 949.340.5746, and we will do our best to assess your marketing needs.

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Posted On : August 26, 2013