She's On The Money - THE BUSINESS BIBLE: Creating Your Customer Avatar

Episode Date: December 12, 2023

Have you ever heard of a customer avatar, customer persona, or something similar? It’s where we create a fictional person who becomes the outline of our ideal customer. They are the exact person that you will be selling to, marketing to, and talking to in your business or side hustle. Join Victoria and Jess for this special Business Bible episode of She's On The Money because in this episode, they'll help you figure out the name, age, gender, and a whole fictional character that aligns with your business! Acknowledgement of Country By Natarsha Bamblett aka Queen Acknowledgements. The advice shared on She's On The Money is general in nature and does not consider your individual circumstances. She's On The Money exists purely for educational purposes and should not be relied upon to make an investment or financial decision. If you do choose to buy a financial product, read the PDS, TMD and obtain appropriate financial advice tailored towards your needs.  Victoria Devine and She's On The Money are authorised representatives of Money Sherpa PTY LTD ABN - 321649 27708,  AFSL - 451289.See omnystudio.com/listener for privacy information.

Hello, my name is Natasha Nabanunga-Bamblett. I'm a proud Yorta Yorta, Kernai, Wolperi and Awadjeri woman. And before we get started on She's on the Money podcast, I would like to acknowledge the traditional custodians of the land of which this podcast is recorded on Awadjeri country, acknowledging the elders, the ancestors and the next generation coming through. As this podcast is about connecting, empowering, knowledge sharing and the storytelling of you to make a difference for today and lasting impact for tomorrow. Let's get into it. She's on the money.

She's on the money. Hello and welcome to the Business Bible. If you're thinking of starting up a side hustle or a small business, my friend, you are in exactly the right place. I'm Victoria Devine and I've created and currently run several, I would say, successful businesses. And I'm joined by one of the hardest working side hustlers I know, Miss Jessica Ricci. What a dream team. I think we look cute together too, so that really helps. I've been loving these Business Bible episodes, especially since we just won Best Business

podcast. Of the year at the podcast awards. I know, it's so exciting. We're so smart, Jessica. It was honestly just so fun and it's really exciting to know that you guys are loving the business Bible as much as we are. Neither of us saw it coming. We were both in shock. There's a video and I think you can see our faces. Wait, what? That's our name? It was so exciting, but we've covered a lot in a couple of episodes. We found out why, we've set up our business books, but today's episode is a little bit more fun because we're going to be trying to find out exactly who our customer avatar is. I would say this is probably more exciting than talking about tax and bank accounts. Maybe not for you. Yeah, exactly. But

today we're going to be looking at creating a customer avatar, which is really fun. Nothing like Avatar the movie. That is where my brain goes, blue people. Yeah, same. The second you say avatar, I'm like, they're blue, right? That's different. So this is a customer avatar, Jess. And what exactly is a customer avatar? So you might have heard of a customer avatar or a customer persona or maybe something similar and it's basically where you create a fictional person who becomes the outline of your perfect customer right yeah so the exact person that we would be selling to the exact person we'd be marketing our business to talking to every single time we turn up in our business or side hustle whether that is in person or online so by the end of this episode

you're going to have a name you're going to have an age you're going to have a gender and you're basically going to create this whole fictional character that aligns with your business, but you can't use them to catfish people, Jess. Okay. So no getting on Tinder and saying, oh, I'm actually Jessica and I'm 29. Like that's not going to work. Yeah. But the whole point of this is to really drill down into who your perfect customer is, because if you can approach them and appeal to them, you're going to attract more like-minded customers. Whereas I think these days, everybody's trying to be too much of everything to everybody. You know what that does it dilutes your value as a business yeah like let's give an example using my favorite example

the candle business it might be 32 year old emily she lives in burwood she works full-time in the city she catches the train to work she listens to maybe three or four hours of a podcast a week hopefully she's on the money yeah obviously hopefully but like we're just gonna say podcasts in general maybe she's more of a pop culture girlie than an educational girlie we don't know we don't judge she spends time on instagram and tiktok relatable she's renting a one-bedroom apartment all by herself and saving up to purchase her own home to live in. She wants to make her current house feel like a home, but she's on a tight budget. That's much more detailed than I thought it would be. Yeah. So we're like making this perfect customer. Like we want to give them

a little bit of personality, a little bit of flair, because obviously that is then going to drive the way that you run your business. Cause you might go, V, I'm not really like a high-end super luxury candle business that sells, you know, a hundred dollar candles. They're more of an everyday luxury so i want people to get that like a little boost of serotonin every day when they use my product they're affordably priced yeah so it's making us think it's more like a character that you would create in a video game or a bitmoji or something like that less like the blue people in the james cameron movies which makes much more sense to me yeah like i mean we could make avatars i don't know how many of them actually exist by your products though jess that seems very

reasonable. They're really attractive. For blue people, they go all right. The main guy could get it. Exactly. Can you tell me a little bit more about why this is beneficial to the business early on? So there's lots of benefits. It's something that I've done. I'm not just sitting here going, oh my gosh, you guys should definitely do this. Like Jess, you've worked for me for what, like three and a half-ish years, which is terrifying. And you have known that I've always said, look, we have an avatar. Her name's Emily. If it doesn't suit Emily, it doesn't suit our community. And it's this thing in our, I guess, in our business that kind of helps us fact check or make sure that something might fall correctly. Because we've obviously

given 34-year-old Emily in Burwood a personality. We might go, should we be posting about this current topical issue on Instagram? Is Emily going to find that interesting or is she going to go, why the hell is my candle business posting about X issue or this political statement or whatever it is? So we've really got to think about how your consumer is going to interpret information that you share, right? So the benefits of having a customer avatar are that, but also, you know exactly who your customer is, which can help us when we make marketing or business decisions. The avatar reflects the community. So it's usually the average person in your community, not just like your dream girl, right? Because we understand that we're going to have lots of

different people. People aren't exactly the same. We're not all cookie cutters. No, absolutely not. And we're not going to try and make sure that it's absolutely perfect for Emily but like is this something that Emily might bring up at brunch and like all of her friends no matter how diverse might go oh yeah like that sounds great love that candle business idea can we speak to an individual instead of a group of people when we speak to an individual as a business instead of a group of people it feels so much more personalized Jess if I can speak to you as a person who has a problem that I'm trying to solve as opposed to hello audience and welcome yeah it's just more personal and we like that it will be a critical element in your marketing

your sales campaigns it can even help decide whether customer complaints are helpful or unhelpful because you might get a complaint and they might go oh your fragrances are too strong and not florally enough and i can't believe you'd do this and you go who's that from do a little bit snoopy snoop and it's barbara and she's 80 yeah barbara really wants patchouli emily doesn't want her house to smell like patchouli yeah so go thanks barbara for the feedback so sorry we couldn't hit the nail on the head with this one we might forward that to our developers yeah and maybe not do much with it yeah but if your target audience is giving you direct feedback and being like oh this is not hitting the nail on the head maybe that's when you take it a step

further so it really helps you work out what is helpful and unhelpful feedback that's really interesting, I think, because as a business scales, it's something we've seen in She's on the Money very much. So the more people you're talking to, the more people you're trying to help, the more different and diverse people, you know, we started off talking to women, but we have lots of men in our community now as well, which we love. Everybody is welcome. But the more different opinions, the more things people want to say, like you'll put something out and some people be like, yes, we love this. And on the exact same post, people will be like, this is the worst. We hate it. Oh my gosh. I know. And it's kind of like, what do you take seriously and what do you

not? Because as a business owner, especially a small business owner, I take everything personally. A hundred percent. Like, you know, I know what you're referring to is our recent rebrand of She's on the Money, right? And I guess to talk happily about that, we spent months on that, right? Like we hired this full-time graphic designer. The original She's on the Money branding was done by me. On what? Microsoft PowerPoint when I screenshot it. But like we will start somewhere, Jessica. It's truly iconic. But I mean, look what I did with PowerPoint. You did very well. PowerPoint built this, Jess. When there is a will, there is truly, truly a way. And when you have ADHD, it really, really helps. But I think it's one of those things where,

you know, we spent a significant amount of time finding a designer that I really liked the vibe of that I thought could take She's On The Money where I wanted it to go, right? We then workshopped and brainstormed and I worked with this company to go, these are the colors, these are the vibes, this is where I want it to go. I really want it to be a bit more punchy, a little bit more, you know, in your face in a way, as opposed to soft peaches. Like I want to keep the peach in the color palette. But anyway, we had all these conversations and it took months to get to the brand that we got to. It might be interesting to do an episode on that one day, like the why. Yeah, we totally can. But also like how? Yeah. Like, and maybe how you could do it for your

brand if you don't have the cash. Let us know if you want to hear about that. Yes, please. But we did all of this and then, you know, it came to fact checking it and all my friends and family had seen it. All my team had seen it. We'd like, you know, gone back and forth on different iterations of the logo where small things changed, right? So we're really proud to put this out. We love it. And obviously we want our community's feedback and we want people to go, oh, hey, like love it or don't love it that's fine but when people are like this is heinous this is worst brand I've seen in my life you're like oh okay yeah but not helpful not helpful but then you also go all right are they our target demographic and you really have to go back to that because

as a small business owner I take everything personally like if you say you don't like she's on the money I totally get it we're not everything to everybody but I'm always going to have some level of feeling defensive about that because she's on the money is my baby yeah so like if you made candles, Jess, and I go, well, I don't really like candles. You'd be like, oh, okay. Well, that's a little bit on the inside. I think it's important as small business owners that we back our business. It's kind of like if someone was talking smack about you, Jess, I'd be like, um, no, she's the best. What are you talking about? Like, I'm going to be defensive because I love it. Yes. So I think it's important to understand where we're coming from, who our

target demographic is, because it really helps you filter those comments, especially if you're asking for feedback online, which we do, but we always take it with a grain of salt. Because if someone is willing to come online and be like, this is the most heinous rebrand we've seen in our entire lives, you kind of go, are you a designer? Yeah. Oh no, you work in healthcare. Not that that's a bad thing, but like you probably don't have a lot of experience as a designer. Our colours are definitely more in your face. Yeah. Maybe they don't like it and that's fine, but I can't be everything to everybody. But when we looked at our avatar, Jess, we were like, she'll love it. Yeah. We nailed it on the head. We nailed it. Everyone else's

opinions are relevant and we listen and we take it on board. But we just make sure that we're not always pandering to every single piece of feedback that comes our way. One, because that would absolutely drown us. But two, because we want to have conviction in who we are. And I think that that's what makes She's On The Money and, you know, the business Bible a stronger brand because well we know who we are and who we're not and if we're not somebody that you want to engage with that's so fine because I would actually prefer you to leave that slot empty so I can find the perfect person to come in so that I'm speaking to somebody who feels like they really resonate with us yeah it's funny because just before you wind me up and go to a

break I was on TikTok this morning yes as always I live there um it's why my alarm goes off at 6am but I don't get out of bed until 7 it's an hour of TikTok time yeah exactly well my husband wakes It's fantastic. But I was laying in bed and, you know, it's coming up to festive season, Jess, so there's lots of like Christmas recipes online. And there was this beautiful Italian woman on TikTok and she was talking about how every year she makes this fancy seafood salad. And it's like the bougiest looking seafood salad I've ever seen. Salad sounds weird when you're talking about it. It's kind of like a cocktail mix. It's got like beautiful fresh prawns and oysters and all these things that people would love in it, right? She goes through this whole

recipe and then I'm like looking at the top comments and one of them was like what do I swap it out for if I don't like seafood maybe a different recipe yeah and the girl like this beautiful Italian woman who had just done this video was like it's literally a seafood salad perhaps find a different recipe and I was just like legit right like you don't have to be everything to everybody if you don't like seafood don't make that recipe yeah but I think we also need to go if they say well I would never put prawns in it it doesn't mean that you have to take their advice. Yeah. And so when you're a small brand setting up your identity, that maybe helps give you a little bit of confidence in the things that you do. Because I know it can be

really tempting when you get a piece of feedback to go, oh, we need to change that. But if you're coming back to that customer avatar and you're going, okay, well, what does my ideal person look like? What does my Emily look like? What does my Emily want? Yeah. It's so helpful. Yeah. And I mean, I mentioned just before that you've worked for us or for me for like three and a half years. and I think a good question here completely off the cuff is about feedback that we've received do you remember back three and a half years ago when we would get feedback and I would cry yeah and I would be so upset and bringing this up it's important but like I used to get so upset like if we got a really nasty dm or I thought it was nasty or we got some feedback that I wasn't

what they needed me to be or that maybe I was, you know, not good or, you know, anything. Literally, I would be heartbroken. Like, Jess used to write my days off. What does feedback do now? You're like, eh. Exactly. And so I'm only sharing that because we've just talked about how important it is to have conviction. And if you're a small business owner and you're listening to this, that takes time to build. You can't just go in and be like, eh, that's fine. I don't mind. I've had four and a half years of doing my She's On The Money podcast and the She's On The Money community to get that conviction to go, actually, I see what you're saying. That's not going to help me

in this moment. That is not something that I'm going to engage in. Whereas before when I wasn't so sure and I was really starting up and we'd only existed for a year and I had my first employee, Jessica, and I was just so anxious about everything because I wanted to do everything right and I wanted to be perfect for you and I wanted to be perfect for my community and where people would point at my cracks, I'd be like, oh, don't look there. Yeah. It's scary. See this crack? Rip it open. Put a little bow on it. Put a little bow on it. It'll be fine. Fill it with gold. But I think it's really important to also point out that this is not something that

as a small business owner, you just step into immediately being comfortable and confident and feedback can knock you for six. And you know what? There are going to be times where you lay in bed and you cry and you're so upset. You're like, I don't even know why I'm doing this. And you tell your husband, this is the worst decision I've ever made. I promise you it's not. You actually have to just put your big girl socks on and go out and try again because it's not the businesses that get glowing feedback that are successful it's the ones that try and try again yeah 100 all right let's head to a really quick break let the people digest and when we come back i think we're going to touch on how to actually put this avatar together yeah we're going to put

one together together exciting don't go anywhere welcome back everybody we know what a customer avatar is and we know why we need one we desperately need one absolutely so now let's create one for a little business or side hustle vd how do we create where do i start all right we're gonna start with four things so first things first basic demographics are they male are they female are they other who are they what do they look like? How old are they? What is their lifestyle? What are their goals and aspirations? This is getting a little bit fluffy, but I promise it's really important. Before the break, I told you about Emily. She was 32. She's saving up for her first home. That gives you so

much context around where her values would be sitting. If Emily's saving up for her first home at 32, Jess, she's probably watching her budget a little bit. Absolutely. That's different to somebody who's 32 and really loves partying and has no interest in savings. So those are two different demographics we're talking to, right? What are their fears? And most importantly, what are their pain points? I love that word, pain points. Pain point, it does sound good. I think it's the like alliteration. Yeah, rolls off the tongue. But pain points are really important to identify in a business because your job as a business is

to solve a problem for your customer. And if you're not solving a problem for your customer, your business is not going to be successful. Full stop, end of story. I don't care what your business is, whether you make candles, the problem you are solving if you are making candles is that I want my house to feel more like a home. Well, my candles can do that. She's on the money's problem. It solves the lack of financial literacy that is accessible to particularly women. So we know exactly what pain point we are addressing and we can clarify that. It doesn't matter what you do, whether you're an influencer, maybe you make approachable content in an aesthetic way that people really relate to. There could be a million different things. It doesn't have to be

solving world hunger, Jess. Like it doesn't have to be a pain point. That is the biggest thing in the entire world, but we are solving a problem for our community. And if we are solving a problem for our community, we are proving that there is a need that my business exists. Yes. Then before we get any further into these, it's super important to note that this is who your customer is, not who you want to be. Okay. Tell me more. Well, I might go write down all the things that I'm really aspirational. Like maybe instead of having Emily be, you know, someone who catches the train to work, she's living her best life. She drives a Mercedes to work. Okay, queen. Is she saving for her first home? No, she's a big dog. She's already purchased her first home. Like we're trying for

attainable, not aspirational without avatar. We're trying for relatable, not somebody who's already done it all, if that makes sense. Because then we do have a problem pain point to solve for that community. Otherwise we could just say, I want billionaire clients who want thousands of whatever product I'm selling, Jessica. Yeah. Okay. That's genius. If there are billionaires out there who want to buy thousands of my podcasts though, slip on into my DM so we can talk later. Absolutely. While that would be nice, it's not very realistic and it's not helpful for our business. Yeah. You want to set yourself up for success by being really practical with what you're doing. So you said some of the things we could consider are how old they are, what their gender is, where they

live, what other things might we also consider? So what's their job? What's their profession? How much money do they actually make? Are we talking about someone who earns an average income or are you slightly above average? Are you below average? What does that look like? What's their highest level of education? So are they somebody who's gone to uni or are they just, you know, your average Joe Blow who's just in a trade? What does that look like? Like there's no right or wrong here. It's actually what you're targeting because that's going to tell you a lot about their personality and their preferences. Jess, after listening to this, how would you describe, I guess, the basic demographics of your side hustle? I feel like there's kind of two elements

to what I do. And so for the people who don't know, I obviously do social media and I put posts up on my page and I have a little community of people who I love. And I would say that, Jessica, you're an influencer. I don't like that word. That's why I said it. I'm not sorry. I don't like that word at all. I like content creator. influencer. Okay. Well, in that case, I think the people in my community are probably very aligned to myself. I think that they are primarily women. I would say they're between maybe 25 and 35 living in Australia. And I know that from my demographics. Your demographics. Yeah. Know that one. If you do content online, you're always looking at your demographics. Like I could tell

you hands down what my average like podcast listener looks like or what my average Instagram user looks like versus TikTok and how they're different. It's so interesting. Which is probably a great point for any businesses that have a social media platform. Look at your demographics because that probably gives you a great idea of, you know, who's already there and that could help you build that customer avatar. Yeah. I think the people who follow me are interested in... Beautiful pictures.

Yeah. Of a really attractive woman. Oh, stop. I think that they are driven. I think that they maybe have a lifestyle that they want to achieve but we're all we're living on a budget we're all budget friendly queens so maybe they like a bit of DIY or they like a dupe or they like seeing fashion or travel options that are more affordable because we can't all afford to drop $20,000 on a trip to Italy you know that would be the dream and we all want to get there but we're doing what we've got to do now to work our way up so I think exactly that's probably what I would say is that enough detail

totally but other questions I'd want to hear answered or other like points that I'd want you to know is kind of like what's their main point of social media like you know what times are they actually using it so like if we look at our avatar for our candle business we've got Emily she's 32 she's probably using social media on the train on the way to work and on the way home when she gets home she's budget saving queen so she's probably cooking dinner like she's probably not just laying on the couch ordering uber eats scrolling mindlessly on tiktok right so we've got to think about these things. What type of shopper are they? Like I already know from your demographics and your page knowing it well enough, your average community member, Jess, would probably

be more of an online shopper than an in-person shopper because they're always looking for the best deal. They love your Amazon links. Like they're all across it because they know that you've done the hard yards to find the best deal for them. And they're using ShopBack to get cash back on their purchases. 100% they are. Or how much spare time do they have? What do they like doing in their spare time you kind of nailed that with like the DIY side of things so I think it's just really important to go a bit deeper on this person that you're making up yeah because you can always pair it back but I'd prefer you to make up a like I think x y and z and something that you can do to I guess help you along this journey have a look at your competitors have a look at

who's commenting on their posts what type of human beings are they yeah are they men in their middle 50s and they're all called Craig or are they young women being like oh I love this I can't wait to buy it or I can't wait to budget for it like have a look at what other people are doing the information's there for the taking yeah that's actually super clever I want to ask about number three which was goals and aspirations which can feel a little bit fluffy because you go well I know my goals and aspirations obviously it's not that it's not that Jess yeah okay I know your goals and aspirations because you're my friend. Take over the world. Exactly right. And lack of financial literacy for all. Make sure everyone is rich. That's our ultimate goal. Get rich.

Get rich quick. Slay. But safely. But how do we figure that out for somebody that we don't really know? So as I said, it's not your goals. It's your buyer's goals. So you need to consider what their goals and motivations are in terms of what you're selling. So back to candle business as an example, a customer might have the goal of making their house feel really homey and beautiful and they want an aesthetic candle to sit on their bathroom bench or in their kitchen, but on a budget. So we're talking about their goals and aspirations, not they want to end world hunger. Like in terms of your business, what would be a goal of buying your product? Like what outcome would they get from that? What problem has been solved? How are they going to

feel when they get that? So like Jess, let's say you buy my candle. You feel a little bit fancy. it's beautiful packaging you love how it looks in your kitchen yeah it's aesthetic it smells good and it was budget friendly yeah my friends come over they go oh it smells good in here that's so nice and they're like you know looks good in your flat lays that you might put on instagram those things could be really important to you it's gonna be really different if you're a plumber yeah and that's okay but we really need to think about our own business consider what the value is consider what your customer values and consider what they don't value like they might go i'm not going down to Mecca, for example, spending $300 on a candle, completely ridiculous. Because do

you know what? If we think about Emily, she'd probably look at that candle and be like, oh, that's so much money that I wasted and I'm saving for a house and it would make her feel guilty. I'm not going to burn it. I'm just going to let it sit there. That's literally how every expensive candle in my house exists. Are they going to get burnt? No. Am I going to look at them for a really long time and then wonder why they're so dusty? Yes. That is how it's going to be. What are their biggest goals and aspirations and how can the product that you're selling help them achieve that Jess I guess how would you describe the goals and aspirations of your community avatar yeah like I was saying before I think they're like me in the sense that I like

nice things and I think really I have not noticed I think for a long time it was very taboo to want nice things and it was very not humble to you know I will very oh no I want nice things yeah I like we have very openly had conversations where I've said when I'm older I want to be able to retire early I want to be what you would I guess call rich or comfortably wealthy you're gonna do it because you're a good little investor. Yeah. You've also said things like, V, I'm going to be buying a Chanel. Can't believe how expensive they are.

$16,000. Oh, my gosh, they've gone up. Do you know they used to be like $5,000? It makes me want to die a little bit. That means I'm a good investor because I bought a Chanel. It cost me $5,000 when I bought it because I bought it a while ago. Are you telling me that my investment is now worth $16,000, Jessica? Crazy.

That's a very good investment. I'm not selling it to you. At cost price? No, absolutely not. But there again, like I think one day I would love to own a shop. Like those are those kinds of things. There's nothing wrong with that because there's not like, I don't know, just side note here. That's so beyond the bag.

That's like an obtainable, like aspirational goal that you go, I can achieve that. And once it's in front of you, same with me. Like I bought mine as like a congrats, you've done well in your business and you like have achieved this and you deserved a little treaty treat. But I think it's so much more than that. It's about the attainment of it, not necessarily just having the product. Like I'm nearly convinced if you were gifted it, you'd be like, oh, well, that just took away the goal, you know, like it was to earn it, not necessarily to own it.

A hundred percent. But I think that my community are very like me in that they are working towards things. Maybe they want to travel and see the world or they want to buy their first house like I do, or they want to achieve something. They're working towards that, but they still want to enjoy their life along the way. so they don't want to give everything up they still want to go on little trips on the weekend exactly right so i think it's people who are trying to live their best life and trying to work towards creating a wonderful future for themselves but at the same time trying to make

best of what they can because let's be honest i spent two hundred dollars on one bag of groceries last night and i felt sick and so i think we're all having that experience at the same time where we're going well how do i live a life that i enjoy a life where i'm not miserable a life where i can have fun and feel beautiful or do something that fills my cup without you know spending $200 on something that disappears in a week. Yeah exactly and it's always like toilet paper and things that you're out of. Like pantry staples. Literally not even good stuff like I wish I could say I went to the supermarket bought like all these ingredients for all these cute recipes I'm gonna make. No it was like literally toilet paper. I totally get that. I'm not surprised you've nailed it Jess

because we talk about this stuff all the time because I think it's really important but how that we put a thread in the Facebook group, just the She's on the Money Facebook group, so everyone can get involved. And what we'll do is you can tell us what your customer avatar is, and we can have a look at it and be like, oh, you could tighten it up here. Or what about this question? And we can like kind of help you create your customer avatar, which I think would be really fun. So that will be released on the day that these podcasts go live. So it'll be up now, my friends. But Jess, now that we've gone through all of these, what you should be able to pull together is a very detailed customer avatar you're going to give them a name you can even write down

what they look like or better yet you could search the internet and find a photo of somebody who looks like your customer avatar and put that somewhere that you can see it put in a frame on the wall we didn't get an actual human being because i felt like that was a bit weird imagine if like it came up on our instagram and it was like you know in the background we've got this just like framed photo of somebody and then like that somebody saw and they were like why is there a framed photo of me in your office. So we just did a cartoon. So that's absolutely fine. But put it somewhere that you can see it. Jess, now we've done this. What is the name of your customer avatar? Like who is she? What does she do? I'm going to call my customer Ava. I like this.

I think that she is 25 to 35. She is interested in living her best life and seeing content that is a little bit aspirational, but also still really attainable. She is into bargain hunting. I love this. What does she do as a job? She works in marketing. I like this. Does she own a property yet? She doesn't. She's working towards it. No, she's on the journey. I like it. She's on the journey and she's just kind of figuring life out and that's okay. She just wants to surround herself with people who are uplifting and she really cares about the people who are close to her, her friends and family. All right. I love this. I actually adore it, but this has been such a helpful exercise and I feel like people listening are going to go, oh, that would really

help me pinpoint what I'm doing? Because how many times do you just get analysis paralysis when you're like, I've got to work on a marketing campaign or I've got to do this or I've got to do that. Now you have somebody you're targeting it towards. It's going to be so much easier. I hate writing EDMs, like marketing EDMs. Do you know how much easier it would be if we're just talking to Emily? Yeah. I'd be like, oh, write Emily an email and let her know. Like treat your customers as an individual and I promise it will pay dividends. But obviously, you can redo this again and again as your business grows or pivots or changes. This doesn't have to pinpoint your client that is your client forever. So I think do it as you want. But Jess, I have a

very big Facebook thread to get to, as do you, because you're helping. But I think this has been a really fun episode and I cannot wait for next month's Business Bible episode. We'll see you there, my friends. See you then. The advice shared on She's on the Money is general in nature and does not consider your individual circumstances. She's On The Money exists purely for educational purposes and should not be relied upon to make an investment or financial decision. If you do choose to buy a financial product,

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