How to Find Your Target Audience as a Coach or Course Creator

How to Find Your Target Audience as a Coach or Course Creator

As a coach or course creator in the direct-to-customer (D2C) industry, finding your target audience is important to your success.

Understanding the specific needs, pain points, and aspirations of your audience allows you to create relevant content, attract the right customers, and build a thriving business.

In this article, we will explore strategies and techniques to help you identify and connect with your target audience in the D2C industry.

But first, let’s define the target audience.

What is a Target Audience?

A target audience is a segment or share of customers a business owner is trying to reach with their advertising efforts.

All of this jargon simply means that your target audience is the specific person or people you want to buy your product or service.

The aim is to target people who need or want what you have. These are the people who will buy your stuff.

If you target people who are not interested in buying from you or don’t have the money to buy from you, then you might have traffic to your sales page, but no one will buy from you.

And that will be a waste of your marketing efforts. 

But before we dive into how to find your target audience, let’s talk about customer persona for a little bit and how people usually mistake them for your target audience.

Difference Between Customer Persona and Target Audience

We’ve already covered the definition of a target audience. So I won’t bore you with that. But the data used to describe a target audience is…

  • age
  • gender
  • education background
  • purchasing power
  • social class
  • location
  • consumption habits

For instance, your target audience could be 18-45 year-olds. Living in California, monthly income of 5000 USD to 8000 USD, with interests in swimming, golfing, and kayaking. 

Don’t try to target everyone because you want to make more sales. It will hinder your chances of making sales and even increase your advertising cost.


What is a customer persona?

A customer persona is a profile of the person who is most likely to buy from you. 

Personas are fictional characters with the characteristics of a real customer. Your customer persona is developed based on the research you’ve done about your target audience. This ensures that your marketing efforts are directed to the people most likely to buy your stuff.

A customer persona is a person who may have a strong interest in what you have to offer since they are connected to your brand in one way or the other and your brand must do everything it can to get and retain them as a client.

Creating a customer persona involves much more detailed research than your audience because it includes:

  • personal characteristics
  • purchasing power
  • lifestyle
  • interests
  • engagement in social networks
  • professional information

For instance, your customer persona may look like this: Claire, 26, interior designer. Lives in Brooklyn, New York. She’s self-employed and has a Facebook business page. She always follows business pages and influencers like Pat David, Russel Brunson, and Tony Robbins. As an interior designer, she has a flair for creating beautiful spaces for offices and homes. She also loves hanging out with friends, bike riding, and running in the park in her free time.

The major difference between the target audience and the customer persona is that the target audience considers the whole audience while the customer persona is much more specific.

You can check out how to create the perfect customer persona here.

Why it’s Important to Find your Target Audience

Many business owners make the mistake of not figuring out who their target audience is from the start of their businesses.

Before you start creating content around your business, or ads, decide who your target audience is.

Once you know your target audience, it’s easier to find them and perform keyword research to figure out the terms this audience is searching for.

Now, let’s define your target audience. 

How to Define Your Target Audience

There are six simple ways to define your target audience. 

Go through these questions below and you’ll know exactly who you’re targeting.

1. Who are they?

Think about the people who identify with your brand. 

A way to do that is to know who follows, likes, shares,  and comments on your posts on social media.

If they’re willing and ready to engage with you, then they’re more likely to be your target.

In some cases, your ideal audience might be inactive on social media, but they buy from you all the time. 

Even though someone buys from you just once, they can still be considered your target audience. 

2. What’s their biggest problem

One person’s meat is another person’s poison.

Never think about yourself when it comes to defining the problems your target audience might be facing. Instead, put yourself in their shoes. 

Don’t make offers based on what you think. Make your offers according to research grounded in data and analysis of your customer’s behavior.

Know the pain points of your audience and help try to solve them.

3. Where do they hang out online?

Birds of a feather flock together.

Once you figure out who your target audience is, your next step is to find out where they hang out online.

Identify the channels of communication most appropriate to your target audience and try to talk to them in their language.

4. How can you help them?

Everyone wants a solution for their problems and they’ll go to whoever makes their lives easier. 

Think about your business and the problem it solves. How does it benefit your audience? What is your main value proposition? 

There is much competition in the marketplace, and that’s why you must try to find your competitive advantage in your niche and try to improve your product and service. Also, try to offer something extra that others do not.

5. What draws their attention negatively?

It’s good to be optimistic. But being negative also helps, especially when it comes to your target audience. 

What is better than thinking about what your audience wants is thinking about what they hate. 

With this powerful information in your hands, you may have more chances to capture the attention of your potential customers. 

6. Do they trust you?

Trust is everything in the online world. No one buys from someone they don’t trust.

This is why there are reviews on e-commerce sites. These reviews are very important to sellers. They know it fosters trust.

Your company’s reputation is important. Taking care of the relationship you have with your customers is vital because they talk about your brand to their friends and family.

If you have good reviews and testimonials, customers are more willing to buy from you.

How to Find Your Target Audience as a Coach or Course Creator

Below are ways you can find your target audience as a coach or course creator:

Define Your Niche

Knowing your niche in the direct-to-customer marketing industry is crucial.

Narrow down your focus and identify a specific area where you can provide expertise and unique value.

Are you an expert in social media marketing, content creation, email marketing, or SEO?

By narrowing your focus, you can better understand the specific challenges and pain points faced by your target audience within that niche.

Conduct Market Research

Market research is essential for finding your target audience.

Start by studying your industry and identifying key trends, market segments, and competitors.

Look for gaps or underserved areas within your niche that present opportunities for you to provide valuable solutions.

Also, use tools like surveys, interviews, and social media listening to gather insights directly from your potential audience.

Understand their needs, preferences, and the solutions they are currently seeking.

Create an Ideal Customer Profile

Developing an ideal customer profile (ICP) is vital for targeting your audience effectively.

Consider demographic information such as age, gender, location, and income level, as well as psychographic factors like interests, values, and motivations.

Dive deep into the characteristics and traits of your ideal customer, including their goals, challenges, and pain points.

This detailed ICP will guide your marketing efforts and ensure you tailor your content and offerings to resonate with your target audience.

Use Online Platforms

In the D2C industry, online platforms play a crucial role in finding and connecting with your target audience.

Leverage social media platforms such as Facebook, LinkedIn, Twitter, and Instagram to engage with your audience and share valuable content.

Join relevant groups and communities where your target audience is active, participate in discussions, and establish yourself as an authority in your niche.

Also, consider creating a blog or a podcast to provide educational and insightful content that appeals to your target audience.

Offer Free Value

One of the most effective ways to attract and engage your target audience is by offering free value.

Create valuable content such as blog posts, videos, or webinars that address the pain points and challenges faced by your audience.

This positions you as an expert and builds trust with potential customers.

Additionally, consider offering a free mini-course or a downloadable resource in exchange for their email addresses.

This allows you to nurture leads and build a relationship with your audience over time.

Collaborate and Network

Collaborating with others in the D2C industry can help you expand your reach and connect with your target audience.

Look for opportunities to collaborate with complementary coaches, course creators, or influencers who share a similar audience.

This can involve guest blogging, joint webinars, podcast interviews, or cross-promotion on social media.

Networking with industry professionals and attending relevant conferences or events also provides opportunities to connect with potential customers.

Refine and Iterate

Finding your target audience is an ongoing process that requires constant refinement and iteration.

Continuously evaluate the effectiveness of your strategies and adjust accordingly.

Monitor analytics, track engagement metrics, and gather feedback from your audience to understand what resonates with them and what can be improved.

Stay open to feedback and be willing to adapt your approach as you gain more insights about your target audience.

How do you create an audience for a course?

Creating an audience for a course involves several steps to effectively reach and engage potential learners. Here are some strategies to help you build an audience for your course:

Define your target audience

Clearly identify the people who would benefit most from your course.

Consider their demographics, interests, skill levels, and specific needs.

This will help you tailor your marketing efforts effectively.

Develop a compelling course offering

Create a course that addresses a specific problem or provides a valuable skill.

Ensure that your course offers unique value and stands out from competitors in terms of content quality, delivery format, or additional resources.

Build an online presence

Establish your presence across relevant platforms, such as a website, blog, or social media profiles.

Share valuable content related to your course topic, demonstrate your expertise, and engage with potential learners in discussions.

Optimize your website for search engines

Implement basic search engine optimization (SEO) techniques to improve your website’s visibility in search results.

Use relevant keywords, optimize your page titles and meta descriptions, and create high-quality content that resonates with your target audience.

Leverage social media platforms

Identify the social media platforms where your target audience is most active and create engaging profiles.

Regularly share valuable content, interact with your audience, participate in relevant groups or discussions, and promote your course through targeted ads or sponsored posts.

Create compelling content

Develop engaging and informative content in various formats, such as blog posts, videos, infographics, or podcasts.

Share this content on your website, social media platforms, and relevant forums or communities.

This helps establish your credibility and attracts potential learners to your course.

Collaborate with influencers or partners

Identify influencers or experts in your course’s niche and collaborate with them to expand your reach.

They can promote your course to their followers, provide testimonials, or even co-create content with you.

Seek partnerships with complementary businesses or organizations to cross-promote your course.

Offer free resources or a lead magnet

Create valuable free resources, such as ebooks, guides, or templates, that are related to your course topic.

Offer these resources in exchange for visitors’ contact information (email addresses).

This allows you to build an email list that you can later leverage to promote your course directly.

Run targeted advertising campaigns

Use online advertising platforms, such as Google Ads or social media ads, to reach your target audience.

Set up targeted campaigns based on demographics, interests, or keywords relevant to your course.

Monitor and optimize your campaigns to maximize their effectiveness.

Engage with your audience

Actively engage with your audience by responding to comments, questions, and feedback.

Cultivate a sense of community around your course and foster meaningful interactions.

This helps build trust and loyalty and encourages word-of-mouth referrals.


Building an audience takes time and consistent effort.

Continually evaluate and refine your strategies based on feedback and results to optimize your course’s visibility and appeal.


Finding your target audience as a coach or course creator in the D2C industry is crucial for building a successful business.

By using the tips above, you can identify and connect with your target audience.

This will lead to growth and success in your business.

If you’d like to grow your online business by writing a sales message that speaks to your target audience, click here.

The Complete Copywriting Course

Maku Seun is a freelance copywriter and direct response marketer. He helps digital marketers, coaches, and course creators boost sales by writing compelling sales copy which includes long-form sales letters, email copy, and website copy for their products and services. If you want him to write compelling sales copy for your business, click here.