Identifying your target market and customer segments

Shanece Grant

pexels-marcin-dampc-1684187 (1)If you're in the business of selling products or services, then you're in the business of selling to people. And if you want to succeed, you need to know who those people are. Different products will appeal to different consumers. Which means businesses will need to use different approaches for different groups of customers, based on their needs and preferences.

That's where identifying your target market and customer segments comes in.

But why is this so important? Well, imagine you're throwing a party. Would you invite everyone you know, or would you carefully select a group of people who you think would get along and have a good time?

The same principle applies to your business. By understanding who your ideal customers are, you can tailor your marketing and sales activities to better reach and engage them. This is a great way to enable your sales reps and help you grow your business and increase your sales ROI.

Only 4% of marketers segment with multiple types of data. Plus, 42% of marketers don’t segment at all. However, segmentation in email marketing can increase your open rates by 203%.

So, how do you identify your target market and customer segments? The good news is that it's not as difficult as it sounds. In this blog, we'll cover the steps for defining and finding your target market. We'll also take a close look at how to segment your customers for maximum effectiveness.

By the end of this blog, you'll have a better understanding of who your ideal customers are and how to reach them. Let's get started!

The Importance Of Identifying Your Target Market And Market Segmentation


The importance of identifying your target market and customer segments cannot be overstated. Even if you're offering a great product, you need a clear understanding of who your ideal customers are. After all, it's impossible to sell your product or service to the entire world.

So, instead of using a one-size-fits-all approach, you can create marketing campaigns that are tailored to the specific needs and interests of your target market.

For example, if you are selling a fitness product, you may want to segment your market based on age and gender, and create different marketing campaigns for men and women in different age groups. This will help you reach a larger audience and increase the chances of your product being a good fit for them.

What Is Market Segmentation?

Market segmentation is the practice of dividing your target market into smaller groups. This is done in different ways based on factors such as, demographics, needs, interests, and behavior. Market segmentation is an essential tool for any business looking to understand and effectively target their entire market. By understanding these different market segments, you can create more effective product, sales, and marketing strategies. This can help you reach the right people with the right message at the right time, increasing the chances of them engaging with your business.

For example, let's say you are a clothing retailer. By segmenting your market, you may discover that a significant portion of your customers are young, fashion-conscious women. With this information, you can develop product offerings specifically tailored to this group.

On the other hand, you may also find that a significant portion of your market consists of older, more conservative men. In this case, you can create product offerings that cater to this group, such as classic, high-quality suits.

According to a study by Bain & Company, 81% of executives found that segmentation was crucial for growing profits. In addition, organizations with great market segmentation strategies enjoyed a 10% higher profit than companies whose segmentation wasn’t as effective over a 5-year period.

Other benefits of market segmentation include but are not limited to:

  • Improved product development
  • Enhanced marketing efforts
  • Increased sales
  • Identify niche markets
  • Differentiate your brand from the competition
  • Develop targeted marketing strategies

Types Of Market Segmentation


Demographic Segmentation

The products and services that we buy, how we use those products, and how much we are willing to spend on them is often influenced by demographic factors. Demographic segmentation divides a target market into smaller groups based on demographic data like age, gender, income, education, and occupation.

  • Psychographic segmentation

Psychographic segmentation divides a target market into smaller groups based on psychological factors such as personality, values, attitudes, interests, and lifestyles. This type of segmentation is useful for understanding the motivations, behaviors, and attitudes of prospects.

  • Behavioral Segmentation

A business that sells coffee may use behavioral segmentation to create different product lines for different consumer groups. For example, organic coffee for health-conscious consumers and fair trade coffee for socially-conscious consumers.

  • Geographic Segmentation

Geographic segmentation divides a target market into smaller groups based on geographic factors such as location, climate, and population density.

For example, in a region with a high concentration of young families, a business could create a marketing campaign that focuses on the benefits of their products or services for families with young children. In contrast, in a region with a lower concentration of young families, the business could create a different marketing campaign that focuses on the benefits of their products or services for individuals or couples.

By understanding the behaviors that drive the consumer decision-making process, businesses can create targeted marketing messages and product offerings that are more likely to appeal to their target market.

Defining Your Target Market And Target Audience

Target Audience vs. Target Market: What's the Difference?

Your target market is the broader group of people who may be interested in your product or service, while the target audience is the specific group of people who are most likely to purchase it.

In other words, your target market is the group of actual people you want to reach with your marketing efforts, while your target audience is the group of people you want to sell to.

For example, a clothing company may have a target market of young adults aged 18-35, but their target audience may be a specific subset of this audience, such as young urban professionals aged 25-30 who have a high disposable income.

How To Identify Your Target Market

Identifying your target market is an important step in creating a successful marketing and sales strategy. The process involves collecting data points about your ideal customers and using this information to segment your market into different groups.

1. Identify the characteristics of your ideal customer

This could include factors such as demographics (marital status, age, gender, income level, geographic location, etc.), interests, values, and behaviors.

2. Conduct market research

Market research is the process of gathering information about your target market and customers to help your team understand and communicate your company's value effectively. It's a crucial tool for verifying the success of a new product, iterating on an existing one, or understanding brand perception.

Market research investigates various factors within the market, from consumer attitudes and preferences to industry trends and competitors. It's a way of understanding your buyers' problems, pain points, and desired solutions.

Using Social Media To Identify Your Target Market

Many businesses use social media platforms to reach out to potential customers and engage with them. But, they also use social media platforms to identify target customers. By analyzing data from these platforms, businesses can learn more about the preferences and behaviors of their target market. This can help them to develop an inbound sales strategy that is more likely to produce the best results.

Social media ads are also a great way to reach your target market and customer segments. By using targeting options on social media platforms, you can ensure that your ads are only shown to the specific groups of people that you want to reach.

3. Consider the benefits and features of your product or service

To understand the value proposition of your product or service, it's important to consider how its benefits and features align with the needs and wants of your target market and target audience. This can help you identify the best ways to differentiate your product from others in the market and position it in a way that resonates with your audience.

One approach business owners can take is to evaluate the product or service from the target market's and audience's perspective. What unique value does it offer? How does it solve their problems or fulfill their needs and wants?

Another way is to compare your product or service to similar products or services in the market. How does it compare in terms of features, benefits, and pricing? What sets it apart and makes it stand out?

4. Research your competitors

What are they doing to reach their target market and target audience? How are they positioning their product or service? What are their strengths and weaknesses?

6. Leverage the data from your existing customer base

To better understand your target audience, it's important to analyze your current customer base and conduct client interviews. This can help you identify patterns and differentiate repeat customers from one-time customers.

By examining customer demographics, such as age, location, and employment, you can begin to understand who is likely to purchase from you. Additionally, speaking with your customers can provide valuable insight into why they chose your brand, what they like about your product, and where they spend their time. This information is useful for positioning your product and determining the best marketing channels to reach potential customers.

7. Create buyer personas

These are fictional characters that represent your ideal customers. They should be based on real data and your market research. Additionally, they should include detailed information such as demographic data, behaviors, motivations, and goals. Almost 67% of marketers create personas to help drive marketing efforts on a regular basis.

Target Market Strategies

Mass Marketing  vs Target Marketing

While mass marketing seems like a good idea to find more potential customers, small businesses struggling with funding should consider target marketing instead. Non-targeted campaigns show a 50% lower CTR than segmented campaigns

Undifferentiated marketing is another name for mass marketing. This is the best approach when a company's target market is large, diverse, and their offering is considered a commodity.  In such cases, the business may focus on factors such as price and convenience in order to gain a competitive advantage.

So, what is the difference between a mass marketing strategy and a target marketing strategy? Mass marketing involves advertising products or brands to a wide audience with the goal of reaching as many people as possible, regardless of their interest. Examples include TV and radio advertising.

On the other hand, target marketing is a strategy that focuses on specific audiences. This involves conducting research to understand your target audience and promoting your product or service to them at the right time.

While target marketing requires more effort, the benefits are clear. By advertising to the right audience at the right time, you can increase your chances of sales success.

Niche Marketing

Niche marketing is a marketing strategy that focuses on a specific target market and its unique needs and preferences. Rather than trying to appeal to a broad audience, niche marketing involves creating a tailored marketing plan that targets a specific group of people. This approach allows businesses to better target their marketing efforts and resources, and can be effective for reaching and engaging with a specific customer base. Niche marketing can be especially useful for small businesses or those in highly competitive markets.

Why Identifying Your Target Market is Key for Effective SEO


Identifying your target market is essential for effective search engine optimization because it helps you to create content that is specifically tailored to the needs and interests of your target audience. Check out our blog post on how your customers are finding you.

Ultimately, your content will be more relevant to the people who are searching for the products or services that you offer. In turn, this can help to improve your search engine rankings. After all, when you understand the needs and interests of your target market, you can use keywords and phrases that are commonly used by them in their search queries, which can also improve your search engine rankings.

The Importance of Identifying a Target Market in Sales Strategy Development

An effective sales strategy is crucial for any business looking to increase its revenue and reach its goals. By understanding the characteristics of target customers, businesses can develop a successful sales strategy tailored to their needs and preferences.

Sales targeting is also an important aspect of any effective sales strategy. By identifying the type of customers that a business is trying to reach, businesses can create targeted marketing campaigns that are more likely to be successful. This includes creating targeted ads on social media platforms, as well as using other forms of marketing to reach out to potential customers.

Enable your sales organization and other team members to do their best work by first identifying the customers you should be focusing on.


The end goal of marketing is to increase sales and revenue for a business by attracting new customers. And, in order for your sales team to meet their sales targets and expand the business into new markets, you must identify your target market. 77% of marketing ROI comes from segmented, targeted, and triggered campaigns.

It's imperative to keep your target market and target audience in mind throughout the entire customer journey. Whether your business does online sales, outbound sales, or in-store sales, identifying your target market is crucial.

Let Us Do The Heavy Lifting

Are you struggling to identify your target market and customer segments? At gardenpatch, we can help you kickstart the process and take your business to the next level. Let's talk!


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