Study your favorite customers – how and why?

Aug 17
5 min read

Updated: 6 days ago

Introduction

In the modern business world, marketing campaigns are no longer built on "guesswork", but on "accurate knowledge" of the audience. And the best place to start this knowledge? Study your favorite customers.

Those customers who come back time after time, buy more, engage with your content, and recommend you to their friends… are the key to the true growth of any business.

But the question is: How do you determine who your favorite customers are? How do you study them? Why is this a priority?

In this post, we take you step by step to understand the importance of this category, and how analyzing it can change the way you work and increase your profits.

Who are your favorite customers?

Best Customers are people who:

They constantly buy from you
They pay more than average
They do not ask for discounts or many bargains
They talk positively about you
They are not late in paying
They are considered “dream clients” for any project

✅ These customers often make up a small percentage of your audience (20%), but they often achieve 80% of profits! (according to the Pareto principle)

Why is studying preferred customers important?

🎯 1. To replicate success

When you know who they are, you can:

Target more people who look like them
Build advertising campaigns in the same style that attracted them
Design services or offers that specifically suit their taste

💡 2. To improve the product or service

By analyzing their opinions and behavior, you can:

Develop offers closer to their preferences
Improving customer experience
Adjust your pricing based on the value they see

💰 3. To increase profitability

Instead of spending your advertising budget on a general audience, focus your efforts on who actually Buys and continues, which:

Reduces cost of acquisition
Increases average basket
Increases return on investment (ROI)

🧠 4. To make decisions based on data

Every investment, expansion, or product development decision becomes more accurate when you know:

Who is the best customer?
What does he like?
How does he think?
When to buy?
Why does he come back?

How do you study your favorite clients?

✅ 1. First determine who they are

Use your database or sales records to find customers who:

They made the most orders
They spent more than others
They came back to buy more than once
They wrote positive reviews or shared their experience on social media

👀 If you don't have a database, start now by building a simple one (even in Excel).

✅ 2. Monitor their behavior

Collect notes on:

What do they buy?
When do they buy?
What products are frequently purchased?
Are they buying for themselves or as a gift?
Do they order from the branch or online?
Do they visit you only on special occasions or throughout the year?

🔍 Behavior analysis helps you anticipate the next step.

✅ 3. Ask them directly (questionnaire or interview)

Nothing like a direct question. Use:

A simple questionnaire on WhatsApp or Instagram
A short interview in the store
Quick call to ask for their opinion

📝 Possible questions:

What do you like about the store or service?
How did you first meet us?
Is there something you would like to improve?
What is your favorite product and why?

✅ 4. Create an ideal “profile” for the customer

Combine all of the above, and start by describing your ideal customer:

Domain

Description

Default name

“Umm Khaled,” for example

the age

35–45 years

Type

feminine

marital status

Married, mother of two children

Her interests

Coffee, gifts, occasions

buy in

Weekend mornings, or after sunset

Average spending

90–150 riyals per visit

What you like

Ease, speed, quality of packaging

What you hate

Wait, no response on WhatsApp

🎯 This profile helps you later in every advertisement, content, or promotion.

How to use the study results?

📦 1. Developing offers and services

Customize packages that suit them
Add touches they know and love
Make “above and beyond” offers that express your understanding of their taste

📣 2. Improving advertising messages

Use their words, their style, their fears, and their wishes.

🗣️ Example: Instead of “Get a 10% discount,” write: “Welcome Umm Khaled – your favorite coffee is waiting for you today with a special discount for you.”

📍 3. Target a similar audience

If you know your ideal customers, you can:

Using “similar audiences” in Facebook and Instagram ads
Targeting areas close to them
Search for accounts similar to them on social media

❤️ 4. Build a long-term relationship

Personalize thank you notes or special surprises
Send them exclusive invitations or personal discount codes
Ask for their opinion on your new ideas

🎁 They don't just want to buy a product...they like to feel that you "understand" them.

Practical examples

🧁 Sweets shop:

After studying preferred customers, it was found that:

Most of them are mothers aged 30–45
They buy for parties and events
They like luxury and ready-to-go packaging

💡 Development:

Launching a “Ready Party” package with cake + favors
Providing a free thank you card in the child’s name
“Order before 2pm - free delivery” offer

☕ Cafe:

Favorite customers:

Young people aged 20-30
They come to work or study
They always order the same drink

💡 Solution:

“Favorite Drink – Order with a Touch” Card
Faster Wi-Fi + free charger for those who order twice
Posters on the table: “We love having you around – order your regular mug?”

Mistakes to avoid

🚫 Believing that everyone is a preferred customer 🚫 Ignoring your analysis and acting on “feel” 🚫 Collecting data and not using it 🚫 Repeating the same offers without customization 🚫 Trying to please everyone instead of focusing on the most important group

Quick steps for application

Review your customer history – determine who your highest spending and repeat customers are
Choose 5 of them and note their common traits
Ask them simple questions – virtually or live
Create an “ideal customer profile”
Design offers, content, and features specifically targeting this type
Monitor the results – have visits increased? Requests? Loyalty?

Conclusion

In light of high competition, it is no longer enough to know who your customer is...but you must know Who is your best client, and why?

Studying your favorite customers gives you an accurate road map for the growth of your business: He who knows his customer, knows how to sell him.

💡 Don't waste your time convincing those who don't want to, and focus your efforts on those who do He wants more.

Start today by analyzing your customers, and see the difference yourself