March 28

Struggling to grab and hold the attention of future clients?


If you’re a business owner selling complex products or services, you know how important it is to connect with the right audience. But sometimes, it can be challenging to define exactly who your ideal customer is.

This is where the “Doctor on the Plane” test comes in.

Imagine you’re on a plane and you need medical attention. You ask if there’s a doctor on board, and a person immediately identifies themselves. They know who they are, what they offer, and are ready to help.

Now, imagine if you asked if there were any purpose-driven, socially focused, entrepreneurial leaders on board. People would look at each other, confused, and uncertain.

The “Doctor on the Plane” test is a simple but effective way to identify your target audience.

The idea is that if you can’t easily call out your ideal customer by name, then you haven’t defined your audience well enough. It’s important to identify your target audience early on in your business, as it will inform your marketing, messaging, and overall strategy.

So, how can you apply the “Doctor on the Plane” test to your business?

Start by defining your ideal customer.

Who are they?

What do they value?

What problems do they have that you can solve?

Once you’ve identified your target audience, test your messaging. Can you call out their name and have them sit up and pay attention? If not, refine your messaging until it resonates with your audience.

Another benefit of the “Doctor on the Plane” test is that it can help you avoid wasting time and money on marketing efforts that don’t work.

When you know exactly who your ideal customer is, you can focus your efforts on reaching them, rather than casting a wide net and hoping for the best.

The “Doctor on the Plane” test is a simple but powerful tool for defining your target audience.

By identifying your ideal customer and testing your messaging, you can ensure that your marketing efforts are targeted, effective, and efficient.

So, the next time you’re struggling to connect with your audience, ask yourself: can I call out my ideal customer by name? If not, it’s time to refine your strategy and get to know your audience better.


b2bmarketing, b2bsales, doctor on the plane test, target audience

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