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Yeah, good morning. Good morning. Good morning. I haven't had any time to waste. Let's get straight into it. Good morning to you. It's David Ralph from a join up dance. This is the podcast that you are listening to and I hope you well. I hope everybody is well out there. Okay. I've got some emails today. Yes. I've got some emails as we always do.

Every now and again, we play the jingle. Should we play it again? Let's do it.

Well, we played the old jingle a few weeks ago and we've got some questions. And as I always do, as I always do, I've answered most of them on email directly to you.

Because some of it is really kind of quite complicated. And you can't do it on a podcast. I'd love to, but there's too much to do. So what I do, I create video lessons and send it to the people so they can actually see me work.

They can actually see me working on the screen. But then there's other ones that I think, oh, I can do that. I can do that on a podcast. And these are three that we've chosen. And we've got one from Subaru Tasha in Romania.

We've got one from Paul M Kentucky. So it's either Paul M from Kentucky or it's Paul M Kentucky. I'm not sure which way it is. And then we've got Tracy Walsh from Worcestershire. That's definitely got to be Tracy Walsh from Worcestershire.

Well, Subaru from Romania, which I find amazing that anyone in Romania listening to us, I don't know why I find it amazing because you know, everyone's got internet. But it just, it just kind of blows my mind.

So to me, hi, David. Thanks for the show. Love it. You are welcome. Quick question for you. I hear all the time about defining my avatar, but I don't get how I can't know. I don't get how, oh, sorry. I don't get how I can know who it is looking for my services.

Isn't this just guessing Subaru Tasha? No, it's not. And it's a real game that you have to play. Now, when I started to join up dots, I created my avatar in about 30 seconds. It was, it was useless. Really.

And I did exactly the same as you, Subaru. How do you know who's who's looking for a podcast? How do you know who's looking for sort of business advice? So I just created John and Joan up dots.

And they were between 19 and 40. It was just kind of very vague demographics. It really was. But now you can really with the Facebook ads and Instagram ads and all the sort of Google keyword tools.

You can really mind some incredible data and Google trends is another one that you can use. And basically you can find out what type of people are looking where they are. So let, let me give you an example.

Okay. If I looked at join up dots and first of all, what I would do, if I was starting to join up dots again, I would look at competitors, similar sort of websites and businesses out there.

And I would start to look at what their traffic is about. So I would get a URL. I'd go over to Google Trends and put it in. And I'd start to see where in the world they get their biggest audience.

And Google Trends is amazing because you can sort of delve down and you can find out that, you know, your biggest listenership is the suburb of Washington in the United States of America. You can really sort of get granular.

And then you kind of look at that area and what I've done in the past, I've gone over to Google Maps and Google Earth. I've looked at that area and I've kind of looked at what the housings like I look at what the school systems are like so that you can work out whether, you know, they've got money or not really and it could be a sort of a well to do rich area or it might be one that hasn't got a lot of money.

So you instantly starting to build up a profile of your customer. Now, by going on to Facebook ads, you don't really actually have to run an ad but you can mine the data as well. And so what I do, I sat up and add and I start niching down on the demographics.

So I say, right, okay, what I want to know, I want small business owners in America, interested in podcasts and Forbes magazine and shark tank and dragons down on the TV and you narrow down the niche to smaller and smaller amount and basically the reaches are in the niches and you go down deeper and deeper and deeper.

And you literally get a photograph really of your ideal customer and it's a brilliant way of doing it and it's one of those things that you can either do it that way by mining using the data sort of sources that are out there.

Or another one that I just do is in my head where I look at it as my house. So I go where my house is and I go where my house is all the time because I live here and I think to myself, okay, where's the nearest customer?

Where's the nearest customer for a service or a product and I look at my next door neighbors directly next to them and I think, you know, would they buy it and I think to myself, no, they wouldn't buy it because they've got young kids or they've got whatever.

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