How Do You Find Your Target Audience?
How do you find your target audience? It’s a great question, but it actually skips a step. You can’t find someone if you don’t know who they are. That’s why the more powerful question is this: how to define your target audience – first.
At GRT Marketing, we specialize in helping service-based small business owners and solopreneurs like you—smart, resourceful, and ready to grow—build a marketing foundation that’s clear, practical, and sustainable. Whether you’re doing your marketing solo or plan to outsource down the road, knowing your audience is a game-changer. This post breaks down the two-part strategy: how to define your audience, and how to find them once you do. And if you want help turning this into action, grab your seat at our free marketing workshop or register for our next round of the Sustainable Marketing System and we’ll guide you step-by-step.
Step 1: How to Define Your Target Audience
If you’ve been in business for a little while, even without formal “ideal client” work, you probably already have gold sitting right in front of you—your past clients.
Start with the ones you loved working with. You know the ones: they respected your time, followed your process, and made the work enjoyable. These are the people who left you energized after working with them and the ones that remind you of why you do what you do. You probably have also worked with clients on the opposite end of the spectrum – the ones that drove you crazy – do not think of them. They are not your target audience!
How to Study Your Best Clients
Grab a notepad or open a Google Doc, and answer these questions:
- Who are they, demographically? What’s their age range? Are they parents? Are they business owners? If so, what type of business?
- What are they trying to achieve? Go beyond surface-level goals. For a business owner, it’s not just “more clients”—it might be “I want more financial freedom so I can spend less time hustling and more time with my family.”
- What do they struggle with most? Think about what they’ve said during discovery calls or sessions—what’s getting in their way?
- What motivates them to take action? Is it a desire for freedom? A push from a financial dip? A deadline or life milestone?
- Where do they spend their time online? Are they scrolling Facebook while waiting at pickup? Watching Instagram reels on breaks? Listening to podcasts during their morning walks?
- What are their biggest fears and hesitations? Maybe they’re scared of wasting money, of choosing the wrong strategy, or of putting themselves out there.
The key here is depth, not just surface traits. For example, Claire (our Ideal Client Avatar) isn’t just “a 50-something service provider.” She’s a capable, growth-oriented woman who’s tired of the marketing rollercoaster. She wants results without sacrificing her sanity.
The other key? Trends. When looking at your favorite people you have worked with, what do they have in common?
If you need help answering these questions, join our next Client Attraction Bootcamp. In it, we walk through exactly how to do this – ask the right questions, in the right way, and of the right people – and in just two weeks, you’ll have all these answers.
Step 2: How Do You Find Your Target Audience?
Once you’ve defined your audience, the next question is, how do you find your target audience? The short answer is: go where they go. The longer answer is more nuanced—but incredibly actionable.
1. Start With What They’ve Told You
Your existing clients are a treasure trove of insight. Ask them:
- How did you first hear about me?
- What made you decide to reach out?
- Where do you spend time online?
Their answers will likely reveal patterns—platforms, search habits, even language they respond to.
If your audience says they spend time in certain Facebook groups picking up tips, that’s your sign to show up there consistently. If they follow certain influencers or read specific blogs, you might want to pitch guest content or collaborations.
2. Use Strategic Research (Without the Overwhelm)
Now it’s time to zoom out. Ask yourself:
- Who else serves the same audience? Look at all the complementary businesses around you in plain sight. Can you collaborate or cross-promote? Think podcast swaps, joint webinars, bundled offers.
- What keywords does your target audience use? What are they Googling late at night? Use these insights and incorporate them into your SEO efforts on your website, your online listings, and your social media profiles.
Need help brainstorming? AI tools like ChatGPT or Perplexity can help generate ideas on where to find them, but don’t rely on automation alone—filter everything through the lens of your client.
You can also explore our favorite lead generation ideas to spark even more direction here.
3. Add Value First—Always
Wherever you show up—LinkedIn groups, Reddit threads, Facebook communities—be generous. Share your knowledge, answer questions, cheer people on. Don’t pitch right away. Pretty much nobody responds to spammy messages—do you? Don’t do that.
People look for someone they can trust and do business with those that are helpful and approachable, not overly salesy.
4. Track What’s Working (and What’s Not)
You need to know that your time is paying off.
So keep it simple. Every month, ask:
- Where did my last few leads come from?
- What platform or content seemed to resonate most?
- Where did I enjoy showing up?
Focus on what feels aligned and performs well. No need to chase every trend or platform.
One More Thing: This Work Evolves with You
Figuring out how to identify your target audience isn’t a once-and-done task. As your business evolves, your audience might shift too. You may narrow your niche or discover a new group you love serving.
That’s okay. In fact, it’s expected.
But the better your foundation is now, the easier it is to evolve with intention—not out of panic. It’s also much easier to re-do the work once you’ve done it the first time and know exactly what you’re doing!
Marketing doesn’t have to be complicated or overwhelming. It just has to be clear. When you define and then find your audience, you can market with confidence, consistency, and purpose.
And if you’re ready to build that strong foundation, join us. Our free marketing workshop will help you take your first confident steps. Or, if you’re ready for a more hands-on experience, our Sustainable Marketing System offers guided support, practical tools, and a community of business owners doing this right alongside you.
You’ve got the skills. You’ve got the heart. Let’s build a strategy to match.