Knowing your 5 Ws - Part 2: Where

So you’ve identified who your ideal customer is. Great job! Now let’s move on to the next important W: Where.

For where, think location. You may want to be super specific here, or more general. Some businesses are continent focused, some on a country or some may even want to focus on one or two cities.

Knowing where you want to target this search will help you to determine other key factors later down the line like how you will approach them.

One of the more obvious ways of deciding where to focus is to look at existing clients. However, this is less relevant if you’re planning to explore a new region. But if that is the case, remember the techniques you have used before may not prove as effective in a new environment – just something to consider when doing your planning.

Now, think about where your target customers spend their time. It can be as simple as LinkedIn, or it could be more definitive such as sector specific communities.

This is just the beginning. By narrowing down where your potential customers are, you’ll be better positioned to know where to reach out and make meaningful connections.

And remember, connecting online is just the start of it. Make the most of any opportunity to meet face to face with your target audience. Again understand where are the events running that your prospects are attending.

Next time, we'll dive into the third W: When. Stay tuned!