The 5WHs of Target Market Selection in Marketing!


In today’s world of digital sales, it’s important to understand the power of your target market. This can help you focus on the right customers and ensure that you’re offering products that best fit their needs. It’ll also help you figure out ways to reach out to these people online and through social media platforms like Facebook, Instagram, or Twitter. So, let’s get started. 

The first step in selecting your target group is defining who they are. That means asking yourself what jobs they do, where they live, what kind of education they have, and how much money they make a year. These questions will lead you down the path toward finding out which characteristics define this type of person or target group. This step really sets everything else up nicely by helping define what kinds of products might be most appealing based on those answers above. 

Once you know what kind of person you’re trying to reach, it becomes much easier to figure out how they can be reached. For example, if your target market selection is made up of young professionals living in urban areas, it might make sense to advertise on Facebook, where they spend most of their time. 

If you’re trying to reach people who live in rural areas or have little internet access, you may want to consider advertising on TV or radio. The point is that once you know what kind of person needs what kind of product, it becomes much easier to figure out where they are and how to get them there. 

The next step is to figure out how we can reach these people in a way that makes sense. The best way to do this is by thinking about what they need and how they go about searching for solutions. For example, if someone wants to lose weight but doesn’t know how, then it makes sense that they would search for things like “how to lose weight fast”, “tips on losing weight”, or even just plain old “lose weight” because these are words that anyone who wants to lose weight would likely type into Google when trying to solve their problem. 

The 5WHs Of Target Market Selection 

Once you know what you are selling and how to do so, it’s time to consider who will be buying it. The customer is the most important factor in your business success and having a clear picture of your ideal customers is critical for targeting them effectively. It is important to understand your ideal customer and what they want clearly. The more specific you can get with this information, the easier it will be to create content that resonates with them. 

Five main questions need to be answered when considering this aspect of selecting the target market process: 

  • What is my product or service? 
  • Who buys my product or service? 
  • When do they buy this product or service? (Seasonally) 
  • Where can I find these people? (Location-based) 
  • Why do they buy this product or service from me instead of from someone else who provides similar products/services at similar prices? 

WHAT is Target Market Selection? 

Target market selection is identifying and selecting a target market or market segment. This can be done through various methods, ranging from surveys to focus groups to interviews with industry experts. Target Market Selection involves analyzing the needs and preferences of your target customer or audience and determining what differences exist between similar groups. 

This is especially important when you’re trying to break into a new market or when you want to expand the scope of your existing business. When selecting your target market, there are several factors that should be taken into account: 

  • Demographics: Demographics is a form of market segmentation that focuses on demographic traits, such as age, gender, and income level. Demographics can be used to create more specific target markets than psychographics or geography alone. 
  • Psychographics: Psychographics is a form of market segmentation that focuses on consumers’ psychological traits, attitudes, and lifestyles. Psychographics can be used to create more specific target markets than demographics or geography alone. 
  • Geography: It is a form of market segmentation in which consumers are grouped according to their location (city, state, or country). 

WHO Ideally Uses Target Market Selection? 

Target market selection should be used by companies who want to develop a more effective marketing strategy for their products, services, and/or ideas. This can be any business with something to sell or promote – from small businesses and start-ups to medium-sized companies to large corporations. 

The target market selection process is likely not suited for individuals or freelancers working on a single project. On the other hand, it may be useful if you have multiple projects in different stages of development. In such cases, identifying your target buyers will help keep your focus clear as well as ensure realistic expectations about sales potential during different phases. 

The target market selection process is a strategic decision that should be made before any marketing efforts are initiated. It’s important to know your potential customers before spending money on advertising and other types of promotion. You may have multiple target markets, depending on the type of product or service you offer. 

WHEN Is Target Market Selection Used? 

Target Market Selection is a process used when you are trying to figure out who your ideal customer is. It helps you understand what their needs and wants are so that you can better serve them. Once you have identified your target market, you can use this information to determine what kind of advertising or promotion would be most effective for them. This will help with sales, marketing, and branding efforts in the long term. 

You can use Target Market Selection at any time during the product development process: before launching a new product or service, after its launch, or both. 

WHERE Is Target Market Selection Usually Implemented? 

The project’s main goal is to establish a target market and determine what products or services the market wants. As a result, it should be carried out by people who know sales, marketing, product development, etc. 

The project can also be implemented by representatives of other departments: sales managers (if they are not involved directly in this process) or vice versa and marketing specialists (when they do not have enough experience in sales). 

For the project, you need to form a team that will include representatives of all departments (if they are not directly involved in this process). The main responsibility of salespeople should be to study how their company’s products or services are sold on the market, find out what customers want and where there is a demand for new products. 

WHY Is Target Market Selection Used in Businesses? 

You use Target Market Selection because it helps you focus your business by focusing on your customers. This is done by identifying the needs of your target market and determining how to meet those needs. 

It’s important to know that not all customers are created equal; some may be more valuable to a particular business than others. An effective way for a company to determine its best customers is through segmentation, which involves grouping similar people together. The next step in segmenting is targeting specific groups within these segments as potential buyers of your products and services. By focusing on a specific group of customers, you can tailor your marketing to meet their needs better. This may include marketing materials, sales strategies, and even pricing models. 

HOW Is Target Market Selection Implemented? 

Target market selection is implemented in many different ways. The most common implementations are: 

  • Market research: This type of study seeks to understand the characteristics of your target group market, including age, gender, income, and more. To conduct this type of research, you need to ask a lot of questions about who your potential customers are and what they would be looking for when visiting your business. 
  • Competitive analysis: This type of analysis helps you determine how well-positioned you are against competitors in the market or industry as a whole. If done correctly, looking at competitors can help you identify areas where there will be opportunities for growth. 
  • SWOT Analysis: SWOT stands for “Strengths,” “Weaknesses,” “Opportunities,” and “Threats.” With this method, we try to assess whether we have any strengths or weaknesses compared with our competition (the other companies operating in our industry) which could affect how likely it is that these businesses succeed over time. 

One example might be selling books online, which might seem like an unlikely choice but could generate huge amounts of lucrative returns if done correctly. Finally, it encompasses analyzing what threats mean regarding how much risk there might be involved. 


When you understand how to target your market effectively, you can increase your sales and decrease the number of expenses your business has to pay. With Target Market Selection, you will be able to narrow down who exactly your product or service is best suited for so that it meets their needs. By doing this correctly, you will be able to make better decisions about how much money should go into advertising campaigns while maximizing profits simultaneously. 

So now you might have finally understood the importance of the 5WH of the target market selection process. If you’re willing to dive deep into these concepts and learn more about them, then it is recommended that you enroll in the UNext and IIM Indore’s PG Certificate Program in Product Management.

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