First you have to find a want or a need that is not being fulfilled that your product or service can help to accomplish that task. When you are able to create happiness for a customer that will be molded into their memory and they will continue to look at you and your product again and again.

When selling a product to a prospect you need to connect with them logically and emotionally. They go hand in hand and you can't have one without the other. It has to make sense and also feel good. This is what keeps relationships going for a long time whether in business or in life.

In order to figure your customer out you are going to have to analyze them in many different ways. It begins first by taking stats through quantity to figure our a general pattern for the flow of your market. Then as you do that you can flesh it out so to speak and figure out the qualifying metrics of your business.

You need to figure out what it is they will say to you about your product and that can be done with surveys and other forms of communication. That can lead to a lot of successful copy and marketing materials. You can also tell surface feelings on your product and service.

Then you have to physically see what they do and this is where focus groups come in to play. This can help you identify feelings that they have that they wouldn't have expressed otherwise. It can get you closer to figuring out what they are feeling and what pushes them to actually buy instead of just talking about it.

There are a lot of ways you can figure out emotions, but like we said surveys and focus groups help to do this. Focus groups are going to get more emotions like Neilsen Ratings or ethnographic research. If you are looking for pure logical analysis then probably you want to stick to surveys and tracking stats.

All of these methods work and they all bring something different to the table. You just have to figure out which ones will answer the questions you need to closer understand your prospects and clients.