What are TSH levels? How do thyroid tests work? Explore the different types of thyroid tests, including TSH, T3, T4, and thyroid antibodies. Get answers to common questions about thyroid function and diagnosis.

Understanding Thyroid-Stimulating Hormone (TSH) Levels

The thyroid-stimulating hormone (TSH) is a key indicator of thyroid function. TSH is produced by the pituitary gland and is responsible for stimulating the thyroid gland to produce thyroid hormones, such as triiodothyronine (T3) and thyroxine (T4). A TSH test measures the amount of this hormone in the blood and is typically the first test ordered by healthcare providers to evaluate thyroid health.

Measuring Thyroid Hormone Levels: T3 and T4

In addition to TSH, thyroid tests also measure the levels of the thyroid hormones T3 and T4. T3 and T4 are produced by the thyroid gland and play crucial roles in regulating metabolism, body temperature, heart rate, and other important bodily functions. Testing the levels of these hormones can help diagnose thyroid disorders such as hyperthyroidism (overactive thyroid) and hypothyroidism (underactive thyroid).

Interpreting Thyroid Antibody Test Results

Thyroid antibody tests measure the presence of certain antibodies that can attack the thyroid gland, leading to autoimmune thyroid disorders like Hashimoto’s thyroiditis and Graves’ disease. These tests can help identify the underlying cause of thyroid dysfunction and guide treatment options.

Imaging Techniques for Thyroid Assessment

In addition to blood tests, healthcare providers may use imaging techniques to further evaluate thyroid function and anatomy. These include CT scans, ultrasounds, and nuclear medicine tests like thyroid scans and radioactive iodine uptake tests. These imaging tests can help detect thyroid nodules, assess the size and shape of the thyroid gland, and provide information about thyroid activity.

Diagnosing Thyroid Disorders

Thyroid tests are crucial for diagnosing a wide range of thyroid disorders, including hypothyroidism, hyperthyroidism, thyroid cancer, and autoimmune thyroid diseases. By evaluating the various thyroid test results, healthcare providers can determine the underlying cause of a patient’s thyroid-related symptoms and develop an appropriate treatment plan.

Monitoring Thyroid Health Over Time

Thyroid tests are not only used for initial diagnosis but also for ongoing monitoring of thyroid function. Healthcare providers may order periodic thyroid tests to ensure that any medication or treatment for a thyroid disorder is working effectively and to detect any changes in thyroid health over time.

Importance of Accurate Thyroid Testing

Precise and reliable thyroid testing is essential for ensuring accurate diagnosis and effective treatment of thyroid disorders. Healthcare providers must carefully interpret the results of thyroid tests, considering the patient’s medical history, symptoms, and other clinical factors to make an informed diagnosis and develop an appropriate treatment plan.

What is the purpose of a TSH test?
The primary purpose of a TSH (thyroid-stimulating hormone) test is to evaluate thyroid function. TSH is produced by the pituitary gland and is responsible for stimulating the thyroid gland to produce thyroid hormones, such as T3 and T4. A TSH test measures the amount of this hormone in the blood and is typically the first test ordered by healthcare providers to assess thyroid health.

How do T3 and T4 tests differ from a TSH test?
While a TSH test measures the level of thyroid-stimulating hormone, T3 and T4 tests measure the levels of the actual thyroid hormones produced by the thyroid gland. T3 and T4 tests can help diagnose thyroid disorders, such as hyperthyroidism (overactive thyroid) and hypothyroidism (underactive thyroid), by evaluating the levels of these hormones directly.

What do thyroid antibody tests tell us?
Thyroid antibody tests measure the presence of certain antibodies that can attack the thyroid gland, leading to autoimmune thyroid disorders like Hashimoto’s thyroiditis and Graves’ disease. These tests can help identify the underlying cause of thyroid dysfunction and guide treatment options.

How do imaging tests like CT scans and ultrasounds contribute to thyroid assessment?
In addition to blood tests, healthcare providers may use imaging techniques to further evaluate thyroid function and anatomy. These include CT scans, ultrasounds, and nuclear medicine tests like thyroid scans and radioactive iodine uptake tests. These imaging tests can help detect thyroid nodules, assess the size and shape of the thyroid gland, and provide information about thyroid activity.

Why is accurate thyroid testing important for diagnosis and treatment?
Precise and reliable thyroid testing is essential for ensuring accurate diagnosis and effective treatment of thyroid disorders. Healthcare providers must carefully interpret the results of thyroid tests, considering the patient’s medical history, symptoms, and other clinical factors to make an informed diagnosis and develop an appropriate treatment plan.

Thyroid Tests: MedlinePlus

Also called: Thyroid panel

Your thyroid is a small, butterfly-shaped gland in the front of your neck. It makes hormones that control the way the body uses energy. These hormones affect nearly every organ in your body and control many of your body’s most important functions. For example, they affect your breathing, heart rate, weight, digestion, and moods.

Thyroid tests check how well your thyroid is working. They are also used to diagnose and help find the cause of thyroid diseases such as hyperthyroidism and hypothyroidism. Thyroid tests include blood tests and imaging tests.

Blood tests for your thyroid include:

• TSH. It measures thyroid-stimulating hormone. This is usually the first test your healthcare provider will order.
• T3 and T4.They measure the level of the different thyroid hormones in your blood.
• Thyroid antibodies test. It measures certain thyroid antibodies (markers in the blood). This test may help diagnose autoimmune thyroid disorders.

Imaging tests include:

• CT scans
• Ultrasound
• Nuclear medicine tests, including:
  • Thyroid scan. It uses small amounts of radioactive material to create a picture of the thyroid, showing its size, shape, and position. It can help find the cause of hyperthyroidism and check for thyroid nodules (lumps in the thyroid).
  • Radioactive iodine uptake test, or thyroid uptake test. It checks how well your thyroid is working and can help find the cause of hyperthyroidism.

NIH: National Institute of Diabetes and Digestive and Kidney Diseases

• Calcitonin Test

  (National Library of Medicine)

  Also in Spanish

• Thyroid Antibodies

  (National Library of Medicine)

  Also in Spanish

• Thyroid Function Tests

  (American Thyroid Association)

  Also in Spanish

• Thyroid Scan and Uptake

  (American College of Radiology; Radiological Society of North America)

  Also in Spanish

• Thyroid Tests

  (Nemours Foundation)

• Thyroid Tests

  (National Institute of Diabetes and Digestive and Kidney Diseases)

  Also in Spanish

• Thyroxine (T4) Test

  (National Library of Medicine)

  Also in Spanish

• Triiodothyronine (T3) Tests

  (National Library of Medicine)

  Also in Spanish

• TSH (Thyroid-stimulating hormone) test

  (National Library of Medicine)

  Also in Spanish

• Ultrasound – Thyroid

  (American College of Radiology; Radiological Society of North America)

  Also in Spanish

• ClinicalTrials. gov: Thyroid Function Tests

  (National Institutes of Health)

• Article: Circulating free T3 associates longitudinally with cardio-metabolic risk factors in euthyroid. ..

• Article: Assessment of thyroid function tests in patients with chronic obstructive pulmonary…

• Article: Laboratory policies and practices for thyroid function tests in Croatia: survey. ..

• Thyroid Tests — see more articles

Normal Thyroid Hormone Levels – Endocrine Surgery

What is thyroid hormone?

Thyroid hormone is made by the thyroid gland, a butterfly-shaped endocrine gland normally located in the lower front of the neck. Thyroid hormone is released into the blood where it is carried to all the tissues in the body. It helps the body use energy, stay warm and keeps the brain, heart, muscles, and other organs working as they should.

Thyroid hormone exists in two main forms: thyroxine (T4) and triiodothyronine (T3). T4 is the primary form of thyroid hormone circulating in the blood (about 95%). To exert its effects, T4 is converted to T3 by the removal of an iodine atom; this occurs mainly in the liver and in certain tissues where T3 acts, such as in the brain. T3 normally accounts for about 5% of thyroid hormone circulating in the blood.

Most thyroid hormone in the blood is bound by protein, while only a small fraction is “free” to enter tissues and have a biologic effect. Thyroid tests may measure total (protein bound and free) or free hormone levels.

Production of thyroid hormone by the thyroid gland is controlled by the pituitary, another endocrine gland in the brain. The pituitary releases Thyroid Stimulating Hormone (abbreviated TSH) into the blood to stimulate the thyroid to make more thyroid hormone. The amount of TSH that the pituitary sends into the bloodstream depends on the amount of thyroid hormone in the body. Like a thermostat, if the pituitary senses low thyroid hormone, then it produces more TSH to tell the thyroid gland to produce more. Once the T4 in the bloodstream goes above a certain level, the pituitary’s production of TSH is shut off. In this way, the pituitary senses and controls thyroid gland production of thyroid hormone. Endocrinologists use a combination of thyroid hormone and TSH testing to understand thyroid hormone levels in the body.

What is a TSH test?

Thyroid tests
Blood tests to measure low or high TSH levels are readily available and widely used. Not all thyroid tests are useful in all situations.

TSH Test
The best way to initially test thyroid function is to measure the TSH (Thyroid Stimulating Hormone) level in a blood sample. Changes in TSH can serve as an “early warning system” — often occurring before the actual level of thyroid hormones in the body becomes too high or too low.

A high TSH level indicates that the thyroid gland is not making enough thyroid hormone (primary hypothyroidism). On the other hand, a low TSH level usually indicates that the thyroid is producing too much thyroid hormone (hyperthyroidism). Occasionally, a low TSH may result from an abnormality in the pituitary gland, which prevents it from making enough TSH to stimulate the thyroid (central hypothyroidism). In most healthy individuals, a normal TSH value means that the thyroid is functioning properly.

What is a T4 test?

T4 Tests
A Total T4 test measures the bound and free thyroxine (T4) hormone in the blood. A Free T4 measures what is not bound and able to freely enter and affect the body tissues.

What does it mean if T4 levels are abnormal?
Importantly, Total T4 levels are affected by medications and medical conditions that change thyroid hormone binding proteins. Estrogen, oral contraceptive pills, pregnancy, liver disease, and hepatitis C virus infection are common causes of increased thyroid hormone binding proteins and will result in a high Total T4. Testosterone or androgens and anabolic steroids are common causes of decreased thyroid hormone binding proteins and will result in a low Total T4.

In some circumstances, like pregnancy, a person may have normal thyroid function but Total T4 levels outside of the normal reference range. Tests measuring free T4 – either a free T4 (FT4) or free T4 index (FTI) – may more accurately reflect how the thyroid gland is functioning in these circumstances. An endocrinologist can determine when thyroid disease is present in the context of abnormal thyroid binding proteins.

What is a T3 test?

T3 Tests
T3 tests measure triiodothyronine (T3) levels in the blood. A Total T3 test measures the bound and free fractions of triiodothyronine. Hyperthyroid patients typically have an elevated Total T3 level. T3 tests can be used to support a diagnosis of hyperthyroidism and can determine the severity.

In some thyroid diseases, the proportions of T3 and T4 in the blood change and can provide diagnostic information. A pattern of increased T3 vs T4 is characteristic of Graves’ disease. On the other hand, medications like steroids and amiodarone, and severe illness can decrease the amount of thyroid hormone the body converts from T4 to T3 (active form) resulting in a lower proportion of T3.

T3 levels fall late during hypothyroidism and therefore are not routinely used to evaluate patients with underactive or surgically absent thyroid glands.

Measurement of Free T3 is possible but is often not reliable and therefore may not be helpful.

What is a normal thyroid (hormone) level?

To assess thyroid hormone status for low or high TSH levels we use TSH and FT4 tests. The normal value for a laboratory test is determined by measuring the hormone in a large population of healthy individuals and finding the normal reference range. Normal ranges for thyroid tests may vary slightly among different laboratories, and typical ranges for common tests are given below.

TSH normal values are 0.5 to 5.0 mIU/L. Pregnancy, a history of thyroid cancer, history of pituitary gland disease, and older age are some situations when TSH is optimally maintained in a different range as guided by an endocrinologist.

FT4 normal values are 0.7 to 1.9ng/dL. Individuals taking medications that modify thyroid hormone metabolism and those with a history of thyroid cancer or pituitary disease may be optimally managed with a different normal FT4 range.

Total T4 and Total T3 levels measure bound and free thyroid hormone in the blood. These levels are influenced by many factors that affect protein levels in the body, including medications, sex hormones, and liver disease.
A normal Total T4 level in adults ranges from 5.0 to 12.0μg/dL.
A normal Total T3 level in adults ranges from 80-220 ng/dL.

Free T3 assays are often unreliable and not routinely used to assess thyroid function.

What does it mean if my thyroid levels are abnormal?

Patterns of thyroid tests associated with thyroid disease

Primary Hypothyroidism
A high TSH and low thyroid hormone level (e. g. low FT4) can indicate primary hypothyroidism. Primary hypothyroidism occurs when the thyroid gland makes too little thyroid hormone. Symptoms of hypothyroidism can include feeling cold, constipation, weight gain, slowed thinking, and decreased energy.
Causes of primary hypothyroidism include:

• Autoimmune thyroid disease, including Hashimoto’s thyroiditis
• Thyroid gland dysfunction due to a medication (e.g. amiodarone, tyrosine kinase inhibitors, or cancer immunotherapy)
• Removal of all or part of the thyroid gland
• Radiation injury to the thyroid (e.g. external beam radiation, radioactive iodine ablation treatment)
• Excess treatment with anti-thyroid medications (e.g. methimazole, propylthiouracil)

Early or mild hypothyroidism may present as a persistently high TSH and a normal FT4 hormone level. This pattern is called subclinical hypothyroidism and your doctor may recommend treatment. Over time, untreated subclinical hypothyroidism can contribute to heart disease.

It is important to remember that normal TSH levels in older individuals (ages 70 and above) are higher than the normal ranges for younger individuals.

Primary Hyperthyroidism
A low TSH and a high thyroid hormone level (e.g. high FT4) can indicate primary hyperthyroidism. Primary hyperthyroidism occurs when the thyroid gland makes or releases too much thyroid hormone. Symptoms of hyperthyroidism can include tremors, palpitations, restlessness, feeling too warm, frequent bowel movements, disrupted sleep, and unintentional weight loss.
Causes of primary hyperthyroidism include:

• Graves’ disease
• Toxic or autonomously functioning thyroid nodule
• Multinodular goiter
• Thyroid inflammation (called thyroiditis) early in the course of disease
• Thyroid gland dysfunction due to a medication (e.g. amiodarone or cancer immunotherapy)
• Excess thyroid hormone therapy

Early or mild hyperthyroidism may present as a persistently low TSH and a normal FT4 hormone level. This pattern is called subclinical hyperthyroidism and your doctor may recommend treatment. Over time, untreated subclinical hyperthyroidism can worsen osteoporosis and contribute to abnormal heart rhythms.

Thyroiditis
Thyroid inflammation, also called thyroiditis, causes injury to the thyroid gland and release of thyroid hormone. Individuals with thyroiditis usually have a brief period of hyperthyroidism (low TSH and high FT4 or Total T4) followed by development of hypothyroidism (high TSH and low FT4 or Total T4) or resolution.

Some forms of thyroiditis are transient, like post-partum thyroiditis or thyroiditis following an infection, and often resolve on their own without need for medication.

Other forms of thyroiditis, like thyroiditis resulting from cancer immunotherapy, interferon alpha, or tyrosine kinase inhibitors, usually result in permanent hypothyroidism and require long term treatment with thyroid hormone replacement.

Your endocrinologist will monitor your thyroid tests during thyroiditis and can help determine if you need short- and long-term medications to balance your thyroid function and control any symptoms.

Central Hypothyroidism
A low TSH and a low FT4 may indicate pituitary disease. Detection of central hypothyroidism should prompt your doctor to check for problems in other pituitary hormones, an underlying cause, and you may need imaging tests to look at the pituitary gland.

Central hypothyroidism is treated with thyroid hormone replacement. Importantly, adequacy of thyroid replacement in central hyperthyroidism is assessed with FT4 and Total T4 tests not TSH as in primary hyperthyroidism, and deficiency in stress hormone cortisol should be assessed before starting thyroid treatment to prevent an adrenal crisis. 

Causes of central hypothyroidism include pituitary gland disease, such as a pituitary mass or tumor, history of pituitary surgery or radiation, pituitary inflammation (called hypophysitis) resulting from autoimmune disease or cancer immunotherapy, and infiltrative diseases.

Rare causes of abnormal thyroid function
Thyroid hormone resistance
Iodine induced hyperthyroidism
TSH-secreting tumor (TSH-oma)
Germ cell tumors
Trophoblastic disease
Infiltrative diseases, such as systemic scleroderma, hemochromatosis, or amyloidosis.

When abnormal thyroid function tests are not due to thyroid disease

While blood tests to measure thyroid hormones and thyroid stimulating hormone (TSH) are widely available, it is important to remember that not all tests are useful in all circumstances and many factors including medications, supplements, and non-thyroid medical conditions can affect thyroid test results. An endocrinologist can help you make sense of thyroid test results when there is a discrepancy between your results and how you feel. A good first step is often to repeat the test and ensure there are no medications that might interfere with the test results. Below are some common reasons for mismatch between thyroid tests and thyroid disease.

Non-thyroidal illness
Significant illness, such as an infection, cancer, heart failure, or kidney disease, or recent recovery from an illness can cause transient changes in the TSH. Fasting or starvation can also cause a low TSH. An endocrinologist can help to interpret changes in thyroid function tests in these circumstances to distinguish non-thyroid illness from true thyroid dysfunction.

Test interference
Biotin, a common supplement for hair and nail growth, interferes with many thyroid function tests and can lead to inaccurate results. Endocrinologists recommend stopping biotin supplements for 3 days before having a blood test for thyroid function.

Individuals who have exposure to mice, like laboratory researchers and veterinarians, may develop antibodies against mouse proteins in their blood. These antibodies cross react with reagents in multiple thyroid function tests and cause unpredictable results. A specialized assay can accurately measure thyroid hormone levels and TSH in this circumstance.

I don’t feel well, but my thyroid tests are normal

Thyroid blood tests are generally accurate and reliable. If you do not have low or high TSH levels and your thyroid tests are normal, your symptoms may not be related to thyroid disease, and you may want to seek additional evaluation with your primary care physician.

How is hypothyroidism treated?

What is thyroid medication?

Thyroid Hormone Treatment
Levothyroxine is the standard of care in thyroid hormone replacement therapy and treatment of hypothyroidism. Levothyroxine (also called LT4) is equivalent to the T4 form of naturally occurring thyroid hormone and is available in generic and brand name forms.

How do I take levothyroxine?
To optimize absorption of your thyroid medication, it should be taken with water at a regular time each day. Multiple medications and supplements decrease absorption of thyroid hormone and should be taken 3–4 hours apart, including calcium and iron supplements, proton pump inhibitors, soy, and multivitamins with minerals. Because of the way levothyroxine is metabolized by the body, your doctor may ask you to take an extra pill or skip a pill on some days of the week. This helps us to fine tune your medication dose for your body and should be guided by an endocrinologist.

For patients with celiac disease (autoimmune disease against gluten) or gluten sensitivity, a gluten free formulation of levothyroxine is available. Some individuals may have genetic variant that affects how the body converts T4 to T3 and these individuals may benefit from the addition of a small dose of triiodothyronine.

Liothyronine is replacement T3 (triiodothyronine) thyroid hormone. This medication has a short half-life and is taken twice per day or in combination with levothyroxine. Liothyronine alone is not used for treatment of hypothyroidism long term.

Other formulations of thyroid hormone replacement include natural or desiccated thyroid hormone extracts from animal sources. Natural or desiccated thyroid extract preparations have greater variability in the dose of thyroid hormone between batches and imbalanced ratios if T4 vs T3. Natural or animal sources of thyroid hormone typically contain 75% T4 and 25% T3, compared to the normal human balance of 95% T4 and 5% T3. Treatment with a correct balance of T4 and T3 is important to replicate normal thyroid function and prevent adverse effects of excess T3, including osteoporosis, heart problems, and mood and sleep disturbance. An endocrinologist can evaluate symptoms and thyroid tests to help balance thyroid hormone medications.

How do I know if my thyroid dose is correct?

Monitoring thyroid levels on medication
Correct dosing of thyroid hormone is usually assessed using the same tests for diagnosis of thyroid disease, including TSH and FT4. Thyroid tests are typically checked every 4-6 weeks initially and then every 6 to 12 months once stable. In special circumstances, such as pregnancy, a history of thyroid cancer, central hypothyroidism, amiodarone therapy, or use of combination T4 and T3 thyroid hormone replacement, your endocrinologist may check different thyroid tests. Additionally, your endocrinologist will evaluate for symptoms of hyperthyroidism and hypothyroidism and perform a physical exam.

Women who are pregnant and women who may become pregnant should only be treated with levothyroxine (T4). Only T4 efficiently crosses the placenta to provide thyroid hormone to the developing fetus. Thyroid hormone is critical in early pregnancy for brain development. Normal ranges for thyroid tests in pregnancy are different and change by trimester. Women with thyroid disease in pregnancy or who are considering pregnancy should be under the care of an endocrinologist to guide therapy.

Individuals with a history of thyroid cancer, even if only a portion of the thyroid was removed, also have different target ranges for TSH and FT4 tests. Thyroid hormone replacement in these individuals is closely tied to ongoing thyroid cancer surveillance, monitoring of thyroid cancer tumor markers, and dynamic assessment of recurrence risk. These patients are optimally managed by a multidisciplinary team including an endocrinologist and endocrine surgeon.

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Target audience: how to define and classify

Target audience is a collection of consumers with the same desires that an organization can satisfy with its products. People are formed into groups according to the following criteria: gender, age, geographical location, solvency, interests, and others.

The success of a brand depends on a well-designed offer for potential buyers. For example, companies that sell children’s toys are aimed at parents, while a healthy food store is aimed at people who prefer a healthy lifestyle.

It is necessary to pay attention to any aspects: the desires of the client, his preferences, place of residence and others. Each product has its own specific group of consumers, because this is how an advertising campaign will bring results.

Why it is important to correctly define the target audience

Organizations need to understand the portrait of their target audience in order to offer products only to interested customers. If a company knows what consumers focus on when buying, it will:

• create advertising campaigns that attract consumers;
• launch promotions that will lead to good sales;
• optimize your products to stand out from the competition;
• release new products that are interesting to customers.

Consider the example of MTS. The organization knows that customers have families. For this target audience, the company offers a special discount to all family members.

Target audience classification

By type of purchase

Main target audience

Priority group for companies. They themselves decide on the need to purchase goods and are the initiators when making a purchase. For example, office workers independently determine what clothes to buy for working days.

Indirect target audience

This audience plays a passive role. As an example, a person who is given a gift certificate to a particular store.

Interests

Broad target audience

These are consumers who are interested in your store as a whole. So, the wide target audience of the VkusVill store is people who prefer healthy food products.

Narrow target audience

A more specialized circle of people, segmented according to a certain attribute. For example, women, men, parents, students, schoolchildren, athletes and others. Such groups differ from each other: when buying, they focus on different details. Alternatively, savings are important for students (a two-in-one promotion is being launched), and for athletes, the choice of healthy products to keep fit (for example, an increase in the range of protein).

By type of target group

B2B (business to business)

This segment includes organizations that provide their products to other organizations. For example, agencies developing online services for business, or companies supplying raw materials and other materials for work.

B2C (business to consumer)

B2C is a company that sells products to ordinary consumers. This category includes clothing and food stores, pet products, beauty salons, various courses and more.

Ready to buy

Cold TA

These are customers who do not know about your brand and are not interested in purchasing products. In order to transfer such an audience into the “warm” category, you need to identify its problems and offer products as a means of satisfying needs.

Warm TA

This type of TA is already familiar with the company and has an idea about its products. It is not necessary for consumers to purchase something from you, they can simply add the item to their shopping cart.

Hot target

These are regular customers and those who are interested in your brand. They are also called target customers.

Characteristics of the target audience

Many factors are important to consider when determining your target group. To maximize profits and increase brand success, focus on the following:

• Demographics. This is the basic information about the buyers: gender, age, religion, education, solvency and more. This information is quite easy to collect due to its availability and simple analysis.
• Geographic data. Knowing the customer’s location is important for companies, especially for local businesses. Geographic targeting adjusts the display of ads for people living in a specific location. For example, for a cafe located in St. Petersburg, it would be logical to create a local geotargeting.
• Psychographic data. Includes information about the personal characteristics of the consumer, his principles, interests, hobbies and hobbies. To obtain such data, create a survey/questionnaire or make a special subscription form.
• Behavioral data. Collected by tracking the actions taken by the client on the site (what products were viewed, what was added to the basket or favorites). Then an advertising campaign is formed.

Segmentation of the target audience

Segmentation is the division of a wide target audience into different groups that are similar in certain ways.

Segmentation is used to fine-tune advertising campaigns or create an offer to meet the needs of some customers.

Let’s take an example: an interior door store sells its products to everyone. However, it is better to segment customers into certain categories.

1. Family men who repair the apartment. Most often they have children.
2. Wealthy people who frequently update their interiors and prefer a unique and luxurious design.
3. Young families who have recently moved and do not have large finances.
4. Designers who need doors for their projects. They are interested in custom design.

Each group needs to be given attention and proposals developed specifically for it. For example, discounts and promotions for young families and exclusive materials for making doors for wealthy people.

Offer of interior doors for children’s room

How to segment the target audience

As we have already found out, buyers can be divided into different groups. Here is an example of such a division, which is based on the frequency of purchases:

• Active consumers
  These are customers who constantly purchase products from the brand. Strengthen the loyalty of this audience and constantly remind you of yourself.

• Interested in purchasing goods
  This segment is looking at your product, but has not yet decided whether to buy it or not. Think of a way to convince these customers to make a purchase in order to move them into the active consumer segment.

• Buyers rarely
  People who have already purchased the product, but did so irregularly. Here the goal of the company is to reactivate their . Use separate emails, discounts, and a loyalty system to attract customers back to purchase.

• Non-purchasers
  This segment refers to cold clients. Introduce them to your brand and showcase the value of your products with promotional offers and mailing lists.

How to determine the target audience

Before developing a marketing strategy, it is important to study the target audience and only then create an advertisement. We offer ways to determine the core of your target audience:

• Method of forecasts. First, an approximate portrait of the target audience is compiled and its features and characteristics are described. After that, a campaign is created for this segment. Then the advertisement starts, and it depends on the results whether you made the portrait correctly or not.
• Research method. This method involves ordering an analysis of the target audience in an agency or collecting information based on research from popular sources: VTsIOM surveys, various sites with a research bias, demographic data.
• 5W method. Based on a simple rule: every product has its own buyer. It includes five points that will help highlight individual segments of the target audience.

• Survey method. Surveys are being compiled to determine the target audience. Some representatives of the target audience participate through social networks, by phone or in person.
• Interview method. There are two types of interview: detailed and regular. The first involves a long dialogue of about an hour, perhaps for recording. The main goal is to identify the main doubts and desires of the consumer. This method is more typical for large businesses. Regular interviews often take place online or at an event and do not take much time.
• Three-level method. Divides audience characteristics into the following levels:

General. Specifies the basic characteristics of the target audience.

Product category level. The frequency of use of the product, the frequency of purchases, consumer loyalty, the place of order (online or in the store) are determined.

Brand level. How people perceive the company. For example, what do they know about the brand, how loyal to it, how, in their opinion, the organization differs from others.

After three levels, general information is collected to describe the portrait of the target audience.

• Statistical method. One of the most accessible data sources is the analysis of checks (how many goods are in it, when and at what time the goods were purchased, how much the purchase was, etc. ).

You can also analyze the behavior of consumers on the site. For this, analytics tools are used (the most popular are Google Analytics and Yandex.Metrika).

Analysis of offline consumer behavior is carried out using surveillance cameras or through the number of people connected to free Wi-Fi.

Based on these data, a portrait of the target audience is formed.

• Person method Used to create a detailed and generalized image of a potential client.

There are steps to create a character that will be your customer:

1. General description of a person: gender, age, religion, education, and more.
2. Character values ​​and priorities: uniqueness, status, practicality, etc.
3. Where the consumer most often spends time: online (what social networks he uses) or offline.
4. You need to determine why the character needs your product and what the emphasis is on when buying.

At the end, come up with a name and add a photo of the character. Thus, you will get portraits of the target audience that you need to focus on.

Target Audience Analysis

• CJM ( Customer Journey Map ). This is a buyer interaction map, which is based on an analysis of the desires and interests of the target audience. For clarity, use various Mind Map services (Mindjet, Сoggle).

• CustDev (Customer Development) – testing ideas on potential customers through interviews. Google forms, social media surveys, and more are used.
• Study of seasonality and demand (Google Trends, WordStat).
• Target audience analysis of site (Yandex.Metrica is used for your company, SimilarWeb for competitors).
• Social media analysis — generated from social media reports and various research sites (mediascope.net, Target Hunter).
• Analytical services from advertising platforms, analyzing the interaction of the target audience on different sources (YouTube Analytics, Attribution 360).

Conclusion

The target audience is a group of consumers who are united by similar characteristics and are interested in the organization’s products. Common features include age, gender, location, ability to pay, interests, hobbies, purchase frequency, brand familiarity.

Determining the target audience is important at the initial stages of a business. Consider all the details and details of your audience, as well as its classification into different types (main or indirect; wide or narrow; for other companies or for consumers; cold, warm and hot). Each type needs to be dealt with separately.
There are many ways to find your target audience. For example, the method of forecasts, research, interviews, the three-level method, and others.

The following techniques are excellent for analyzing the target audience: a customer journey map, testing ideas on potential buyers, studying seasonality and demand, analyzing social networks and a website, as well as using various analytics services.

Target audience (TA) – what is it, examples, definition, compilation of TA

The target audience (TA) is people who are interested or may be interested in your products or services. Often, entrepreneurs’ knowledge of the target audience is very limited and looks like this: “everyone who needs our very cool and useful product”, or “all residents of Moscow and the Moscow region.” We tell you why you need to know the audience in detail and how to get this knowledge.

What you need to know about your target audience

The target audience, as already written above, is not “all residents of Moscow and the Moscow region”, but people with a certain and fairly specific set of characteristics. Here’s what you need to know to correctly identify and segment your audience:

Floor

Men and women have different life scenarios, often different values ​​and exactly different needs.

It is believed that men respond better to figures and facts. ..

It makes sense to sell the same product to male and female audiences differently.

…and women for emotional content

Age

Women in their 30s and 60s are different target groups. Even the same woman at 30 and at 60 are actually different people, with different requests, problems and expectations. It makes sense to consider age both when preparing content and when launching advertising campaigns.

Thirty-year-old women are too early to offer remedies for age-related ptosis, and sixty-year-olds do not need creams for first wrinkles.

Sometimes a brand may not reach the target audience even visually. Posting such photos for women 30+ is guaranteed to scare off customers

Geography

Our country has 9 time zones and 11 climate zones. It is logical that it is better to promote snowshoes in areas where snow lies for a long time – in Siberia, in the northern regions of the country, and not in the villages of the Kuban.

And taking into account the religious preferences of different regions, publishing articles for residents of Tatarstan on how to properly and tasty cook pork neck is pointless

Location

Example: two guys live in the world, both are 22 years old. Both the first and second are called Nikita. Nikita-1 lives in Samara, a million-plus city, and Nikita-2 lives in Pokhvistnevo, a regional center in the same Samara province. In addition to the name, age and region of residence of these people, nothing unites them.

Nikita-1 studies at the law faculty of the university. He loves the Off-White brand, often goes to nightclubs, does not think about the family yet and hopes to make a career as a lawyer. Nikita-2 graduated from the polygraphic college. He has a family and a young daughter, knows little about brands, and spends his evenings riding motorcycles with friends.

You need to talk to these people in different ways, appealing to the values ​​​​of each, and not to some fictitious “common values ​​of 22-year-old guys. ” And the location in this case is of great importance

And location is also important for offline business — a bookstore, a beauty salon, an optician, a cafe. As a rule, people choose these establishments, focusing on their walking distance.

Marital status

The most obvious and understandable example is brides and grooms. People stay in this status for a short time, but during this time they make a lot of purchases and order a sea of ​​services.

If you are selling wedding planner services or wedding outfits, it makes sense to work with this narrow but highly interested audience

And it is rational to offer family vacations to married couples, but not to people who are divorced.

Professions / field of activity

The field of activity always leaves an imprint on the consumer behavior of a person. So, for office workers in companies with a strict dress code, high-quality office clothes are important, it makes no sense for musicians and doctors to offer nail extension services, and a remote copywriter may well become a client of personal time management courses.

Financial level of the target audience

In the economy segment, discounts and promotional offers work well to promote goods, services and increase sales. In the luxury segment and with large purchases, frank discounts, promotions and even ill-conceived gifts for a purchase are more likely to repel.

One can recall the advertisement “Buy an apartment – get a baseball cap” from a Moscow developer, which caused a flurry of ridicule

In the luxury segment, the very word “discounts” is banned – in order to increase the value of the offer to potential buyers, they offer “benefits” or “advantages”.

What is the degree of warmth of CA

This criterion is also known as the Ben Hunt Recognition Ladder. It consists of 5 steps.

First stage. There is no problem or the person does not know about it. Lives in Moscow 30-year-old Elena, sales manager. Her back hurts all the time. But Elena is not fully aware of how serious this problem is and how it can further affect her health.

It seems to Elena that everyone lives like her, and back pain is natural for a person

Second step. There is a problem, there is no solution. Elena realized that not everyone has back pain. She wants to change the situation, but she does not understand how to do it, and begins to look for a solution.

Third step. Choice of solution. Elena found out that pills, physiotherapy and physiotherapy exercises can relieve back pain. It looks up information about each method and compares them.

Fourth step. Product selection. Elena decided to get rid of her back pain with the help of physiotherapy. She delves into the methods and chooses which physiotherapy device for home use to buy and what characteristics to focus on when choosing.

Fifth step. Supplier selection. Elena’s choice fell on device “B”. Now she is looking for exactly where to buy this device, and compares the service from different suppliers: price, delivery terms, training materials, extended warranty.

The audience that you can work with successfully is those who are on the third, fourth, and ideally on the fifth rung of the Ben Hunt recognition ladder. Working with people who are at the first and second stages is built in a completely different way. They need not advertising, but educational materials that will show and update the problem and talk about what ways to eliminate it exist in principle.

6 ways to study the target audience

Studying your target audience is a separate line of work. Here are the methods you can use:

1. Talk to your sales managers

Often they are more aware than the business owners of the problems, requests and objections of customers. They also know what questions customers ask about a product, which helps or hinders them in making a purchase decision. Their knowledge will help to create a portrait of the target audience.

2. Study the audience of your groups in social networks

For example, VKontakte gives good statistics for each account.

VKontakte shows detailed geography and age of subscribers

Additionally, you can use audience parsers in social networks. Usually targetologists turn to them, but they are also a great tool for studying the target audience. The functionality of some parsers allows you to study in detail the interests and socio-demographic indicators of the audience – for example, to see what groups of topics they are subscribed to, what they are interested in, whether they have children, what universities they graduated from.

You can also study the groups of the largest competitors in your subject, which will also help clarify the portrait of the target audience.

3. Analyze your site’s web analytics data

For example, “Yandex.Metrica” ​​will show the number of visits to the site and the channels where the traffic comes from.

And also – the geography of users, the number of bounces (visits lasting up to 15 seconds) and the number of warm audiences that access the site via a direct link

Read also:

How to install the Yandex. Metrica counter

4. Analyze large review resources. For example, Irecommend.ru

Their usefulness lies in the fact that here you can see what advantages of the product or service of the company are noted by users, what disadvantages they see.

Users often see more cons than you think

It is quite possible that what you see as an advantage is a tangible disadvantage for your target audience.

See also:

How to deal with negative reviews on the Internet

Example: you produce ice cream with traditional flavors – vanilla, strawberry, chocolate. But for your target audience – teenagers who are prone to trying new tastes – this is not enough. They would love to try mint, exotic fruit, and even salty ice cream. In this case, you can refine the product and expand the range of flavors to better meet the expectations of the target audience.

5. Interview clients

This can be a very easy interview option: you send out a 5-7-question questionnaire to customers and offer a discount or bonus for filling it out.

Here you can ask what problem or need the customer wanted to solve with your product, and how well they did it. And besides – to clarify the geography and profession of the buyer.

6. Look for live forums in your area

If they are, it is very easy to see all the topics related to the product that interested users have discussed.

If you sell goods for children of the first year of life, it makes sense to read the forums for young mothers

And if your product is fiberboard for making furniture, you can go to the furniture makers forum. Reading forum discussions will help you better understand the needs of your target audience.

What tasks can be solved by knowing the target audience

The strategic task of studying the target audience is the growth of sales. But within this strategic “protection” there are local, but very important tasks for business development. I counted at least eight.

1. Advertising budget optimization

By setting up advertising for a narrower and most interested audience, you can get more sales with smaller budgets. This is the case if the goal of the advertising campaign is sales and greater brand awareness, if coverage and information are needed.

2. Cutting off deliberately failed hypotheses

Marketing and promotion is always testing hypotheses. Knowing your target audience, you can cut off obviously unviable options without investing in testing.

Example: You want to open a luxury restaurant and you see that there are no such restaurants in District A. Hypothesis: we have no competitors in area “A”, so we open a restaurant of expensive molecular cuisine here.

But is haute cuisine sure to find its audience here?

If you know that the target audience of the restaurant is high-income people who choose prestigious locations and new unusual tastes, you will abandon this hypothesis. The reason is simple: you found out that the area consists of factories, plants and five-story buildings of the 60s of the last century.

Obviously, there is not a single luxury restaurant in the “A” area, precisely because the inhabitants of the area cannot afford it. You have two options: look for another place or open a cafe-dining room with complex lunches, which will bring good income in the area.

3. Optimization of the budget for complex promotion

Integrated promotion is not only contextual or targeted advertising, but also blogging, working in social networks and publishing on external sites. If you know your target audience, you will be able to choose those promotion channels that will help you contact them, and allocate a budget for communication in these channels. It makes no sense to publish content on Odnoklassniki if your target audience is teenagers from TikTok. Rejection of unpromising promotion channels is a significant budget savings.

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4. Development of an effective offer

The general formula of a working offer (commercial offer) looks like this:

[Product] that helps [target audience] get rid of/obtain [a specific request or problem of the target audience] using [product feature].

If you lose sight of the target audience, what remains is just a product that helps an indefinite circle of people solve an unexplained problem. Such an offer will not work and bring you customers. Compare:

It is obvious that the second option, developed taking into account the needs of the target audience, will be more effective

5. Market expansion

Analysis of the target audience and its segmentation (breakdown into groups) will help you enter new market segments.

Example: you sell ground coffee to connoisseurs of this drink. But after studying the target audience and search queries, you see that women use ground coffee in making homemade body scrubs. You can make an attractive offer for this group of consumers if you sell coffee in mini-packs and attach recipes for its use in personal care.

This is how you expand the sales market for your company

6. Building a sales funnel

One of the fundamental questions when working with a sales funnel is: “Who are they, the people who will buy my product?”. Without an answer to this question, it is impossible to build a working sales funnel.

7. Company tone of voice selection

Knowing that your target audience is young people aged 16-19, you are unlikely to choose the official tone of communication for “you”. And vice versa, when entering the segment of the 30+ business audience, you will not “poke” and use teenage slang.

8. Website promotion

If you are familiar with the user audience of the site, you will be able to publish content that is interesting to them. When users willingly read articles on the site, move from page to page, this is a signal to search engines that the site has quality content. Behavioral factors have a very active influence on the ranking of the site and improve its position in the search results.

Website promotion is one of the main areas of work of the Kokos agency, and we perfectly understand how to bring the target audience to the client’s website.

Drawing conclusions

Studying the target audience is an indispensable component of a successful business. The more precisely you know your customers, the more effective value proposition you can make to them.

When studying the audience, it is important to segment it according to the main criteria:

• Floor.

• Age.

• Geography.

• Location.

• Family status.

• financial level.

• Profession.

• Degree of warmth.