How do you define your target audience?
A target audience is not a slide. It is a set of searchable fields. This guide covers how to fill them.
updated · 2026-09-17
How do you define a target audience?
You define a target audience with evidence, not a guess: who has bought so far, which problem they bought to solve, and what those companies have in common. In B2B that description covers a company rather than a person, and it has four fields: industry, headcount, city or country, and the job title that decides. When the fields stay empty the search has nothing to look for.
Where do you start?
The fastest route is to open your existing customer list. Pick your five happiest customers and write down what they share: which industry, how many people, which city, and which job title signed off.
If you have no customers yet, start from the problem your product solves. The type of company where that problem costs the most is your first audience.
Which fields do you fill?
A searchable description carries these fields: industry, headcount range, city or country, the deciding job titles, and the companies never to contact.
That last one gets skipped most often. If your existing customers, your competitors and companies of the wrong size are not removed up front, the list gets dirty every single time.
- Industry: start with one, widen later.
- Size: write the lower and upper bound together.
- Geography: city or country — do not mix them.
- Job title: write the decider and the influencer separately.
- Never contact: existing customers, competitors, wrong size.
Pocufy
Three agents run the part of these steps that repeats every week: defining the audience, building the list, writing each email for the person, and following up on the reply.
When do you update the description?
A target audience is not a fixed document. Every deal you close tells you which field was right; every deal you lose tells you which one was wrong.
After the first hundred emails, comparing the group that replied with the group that did not is the most practical way to move the description from guesswork to data.
Common questions
You can, but working more than two at once blurs the message. Every audience deserves its own campaign and its own opening line.
It will, and that is usually good. The right email to a narrow list produces more conversations than a generic email to a wide one.
Pocufy
Rather than doing all of this by hand, try it: paste your website link and get your first customer list in ten minutes.
this page answers these searches
- how to define a target audience
- ideal customer profile
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