Marketers hammer on these two aspects of promoting a business. I have met many smart entrepreneurs who love what they do, but yet haven’t found a way to show a potential customer why they should be the one they choose.

Here are some ways to help determine what problem you solve, or what need you fulfill:

• Does your product or service make your customer wealthy, successful, secure? Does it bring him love or acceptance?
• Does it make her life easier? Simpler?
• Does it help him save time? Save money?
• Is it convenient?
• Does your product or service free her from anything?
• Can your product or service make her feel good about herself or responsible? Does she feel like she’s made a smart choice?

These are a few key motivators to buyer behavior. You want to dig deep when it comes to what your product or service can do for a customer. If you know your target audience well, identify the areas they struggle with, and then position your product or service as THE perfect solution, there’s a good chance you’ll get them onboard.

But it first starts with identifying a target and then, getting to know them.