If you’ve ever found yourself thinking, “Help! I have no idea what market research is OR how to do it!”—you’re not alone.
So many entrepreneurs skip this step, thinking they can just wing it when it comes to attracting the right clients. But here’s the reality: if you don’t know who your audience is or what they actually want, how will you create offers, messaging, and content that truly resonate?
Answer: You won’t.
And if you’re not connecting with the right people in the right way, you won’t make sales. Meaning, your business will feel stuck—no growth, no momentum, just endless frustration.
But don’t worry—I’ve got you. Let’s break down exactly how to conduct market research that works, so you can start creating content, services, and messaging that make your audience say, “OMG, she gets me!”
1. Identify Your Audience’s Problems (Before You Try to Sell Them a Solution)
Before you start brainstorming content ideas, launching offers, or tweaking your messaging, take a step back and ask yourself:
💭 What are they struggling with on a daily basis?💭 How do these struggles show up in their business or life?💭 What’s keeping them stuck, frustrated, or feeling like they’re spinning their wheels?
Your audience isn’t just experiencing a surface-level problem. There are deeper frustrations, fears, and limiting beliefs at play.
For example, let’s say you’re a business coach. Your ideal client might think their biggest issue is “I don’t know how to get clients.” But in reality, the deeper issue could be:
🚫 They don’t have a clear offer.🚫 Their messaging isn’t attracting the right people.🚫 They’re relying on outdated strategies that no longer work.
Your job? Speak to the real problem—not just the symptom. Show them that you understand exactly what they’re going through before you offer them a way out.
2. Stop Randomly Scrolling for “Inspiration” & Get Intentional
A lot of people approach market research like a game of luck—randomly scrolling social media, hoping they’ll stumble upon something useful.
But here’s the thing: market research isn’t about finding answers. It’s about asking the right questions and gathering specific, actionable insights.
One of the best ways to do this? Look for the patterns in your industry:
🔎 What problems are your audience repeatedly talking about?🔎 What questions keep coming up in Facebook groups, comment sections, and DMs?🔎 What are people saying they’ve tried (but isn’t working for them)?
When you stop guessing and start listening, you’ll get laser-focused on what your audience actually needs—so you can create content and offers that hit exactly where it matters.
3. Speak Their Language (Not Yours)
One of the biggest mistakes entrepreneurs make? Using industry jargon instead of speaking in the way their audience naturally talks.
Here’s the truth: if your ideal client can’t recognize themselves in your content, they won’t engage with it.
This means:
🚫 Skip the overly professional, robotic language.🚫 Don’t try to sound “smart” by using complex terms they don’t understand.🚫 Avoid using insider terminology that only you and other experts in your field would know.
Instead, focus on:
✅ Using the exact words your audience uses when talking about their struggles.✅ Writing how you’d actually speak in a real conversation.✅ Making your content feel like a chat with a friend rather than a formal business pitch.
Pro tip: Read through comments, DMs, and testimonials from past clients. The words they use are gold—mirror them in your content and messaging.
4. Use TikTok & Social Media for Market Research (The Smart Way)
Yes, TikTok can be a huge time-waster—but it can also be a goldmine for market research if you know how to use it.
Here’s how to make it work for you:
🕵️♀️ Use TikTok’s search bar like Google. Type in keywords related to your industry and see what comes up. What are people talking about? What questions are they asking?
📝 Check the comment sections of big accounts in your niche. What frustrations or pain points are people mentioning? What’s getting tons of engagement?
📌 Look at trending topics. Even if something isn’t directly related to your business, it can give you insight into what’s capturing attention.
Remember: You’re not copying. You’re collecting insights. Take what you learn and create your own unique content based on what your audience is already craving.
5. Understand Your Audience’s Buying Style
Not everyone buys for the same reason. Some people are analytical, some are emotional, and some need social proof before they commit.
Understanding your audience’s buying style allows you to create content that speaks to them in a way that makes them feel confident about saying yes.
🧠 The Analytical Buyer: They want facts, proof, and step-by-step breakdowns. They need case studies, testimonials, and clear ROI (return on investment) before they make a decision.
💛 The Emotional Buyer: They make decisions based on how something makes them feel. They need storytelling, connection, and content that speaks to their dreams and desires.
👥 The Community-Driven Buyer: They want to feel part of something bigger. They look for group programs, testimonials, and people who have had success before them.
🚀 The Fast-Action Buyer: They don’t need tons of details. They want quick, clear benefits and a strong call to action. Give them urgency and let them take the leap.
The key? Your audience likely has a mix of these buying styles—so your content should include a blend of logical, emotional, and trust-building elements.
6. Close the Gap Between Where They Are & Where They Want to Be
Ultimately, your audience has one big question:
"Can you actually help me get from where I am to where I want to be?"
And the better you can paint that picture, the more irresistible your offer becomes.
When creating content (whether it’s for a sales page, email, or social post), always address:
🎯 What your audience thinks their problem is (the surface-level struggle).🎯 What the real problem is (the thing they might not even realize is holding them back).🎯 What’s possible for them after working with you (the transformation they’re craving).
Your job isn’t just to sell a service—it’s to sell the vision of what’s possible when they work with you.
Market Research is the Secret Weapon of Every Successful Business
The best businesses aren’t built on luck. They’re built on deep audience understanding.
If you want to attract more clients, create offers that sell, and build a brand that people truly connect with—you need to get inside your audience’s mind.
And the best part? Market research isn’t just helpful—it’s fun. Once you start seeing the patterns and learning exactly what makes your audience tick, creating content, services, and offers becomes so much easier.
So, are you ready to stop guessing and start creating content that actually converts?
If you’re still feeling stuck, no worries —I’ve got you. Email me, message me on Instagram or check out my latest YouTube video for more deep-dive training on how to master market research like a pro. 🚀✨
Cheers!
Jess
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