How aware is my market of their needs?
Posted: Tue Jul 01, 2025 6:07 am
Do they want what I'm offering? How do they see their uae phone number library need for my product or offering?
How exposed was my market to messages and promises like the ones we're going to make? Is it a market saturated with communications about offers like ours, or is it a "virgin" market in that sense?
How do you want to purchase my market? What is your preferred purchasing cycle?
The answer to these questions will give you a first level of clarity about how to approach your communication.
Example: If your market isn't aware of the problem they have and that your solution can solve, there's no point in developing campaigns with direct, commercial messages. It's better to create educational content campaigns that raise awareness of the problem.
d. External research
It's time to cross-reference what you've already located with new information.
And this is very important.
Recommendation: Don't rely 100% on old data.
Look to find out what might have changed at the level of your customers, competitors, sales processes, and the industry in general.
This is the step where you talk in detail with your sales team and clients to complete this stage.
What should you aim to find here? Better understand your customers and their purchasing process.
e. Competitive alternatives
Finally, we analyze the competitive alternatives. We've already analyzed the company's internal strengths and needs. We've already analyzed the overall market situation in relation to the product and the company. Now we look at the competitive alternatives.
Keep in mind that in some cases, “doing nothing” is a competitive alternative.
An alternative to a CRM could be "using Excel," for example. Not necessarily another CRM.
It's very important that you analyze this from the perspective of your ideal customer and identify what other alternative they would use if they didn't use your product.
If some alternatives are other products or companies, I recommend analyzing their current communication.
This is the key question: What opportunities is the competition NOT taking advantage of in terms of communication?
Is there a value proposition axis that they aren't highlighting that you could?
Is there room to communicate in a more emotional way?
Are you communicating only the product or also the brand?
The key here is to better understand how you can differentiate your communication from theirs in the eyes of your ideal client.
Once you have that ready, you can complete a board like this:
How exposed was my market to messages and promises like the ones we're going to make? Is it a market saturated with communications about offers like ours, or is it a "virgin" market in that sense?
How do you want to purchase my market? What is your preferred purchasing cycle?
The answer to these questions will give you a first level of clarity about how to approach your communication.
Example: If your market isn't aware of the problem they have and that your solution can solve, there's no point in developing campaigns with direct, commercial messages. It's better to create educational content campaigns that raise awareness of the problem.
d. External research
It's time to cross-reference what you've already located with new information.
And this is very important.
Recommendation: Don't rely 100% on old data.
Look to find out what might have changed at the level of your customers, competitors, sales processes, and the industry in general.
This is the step where you talk in detail with your sales team and clients to complete this stage.
What should you aim to find here? Better understand your customers and their purchasing process.
e. Competitive alternatives
Finally, we analyze the competitive alternatives. We've already analyzed the company's internal strengths and needs. We've already analyzed the overall market situation in relation to the product and the company. Now we look at the competitive alternatives.
Keep in mind that in some cases, “doing nothing” is a competitive alternative.
An alternative to a CRM could be "using Excel," for example. Not necessarily another CRM.
It's very important that you analyze this from the perspective of your ideal customer and identify what other alternative they would use if they didn't use your product.
If some alternatives are other products or companies, I recommend analyzing their current communication.
This is the key question: What opportunities is the competition NOT taking advantage of in terms of communication?
Is there a value proposition axis that they aren't highlighting that you could?
Is there room to communicate in a more emotional way?
Are you communicating only the product or also the brand?
The key here is to better understand how you can differentiate your communication from theirs in the eyes of your ideal client.
Once you have that ready, you can complete a board like this: