Software-As-A-Service Demand Generation : find that customer online (2/7)

Once you have chosen a Single Customer you must find that Customer Online.
 Remember that you should have focused on web-centric customers.

Those web-centric customers search for answers to their daily business needs through the web.
They type key words that match their personna, the one you shoudl have defined in step 1.
Rather than buying generic PPC keywords you should list all the sentences that Single Customer would use when searching for its answers, and buy those cheap - because very specific - lists of keywords. Looking at this recent survey you may want to concentrate on 4 words long sentences.
You should also think about offline media taht may be used to catch the attention of this single customer and bring him/her to your web site. An add in a vertically focused printed magazine, a dedicated visit card you may give during a trading fair are ways to help that single attention pay attention to your web messaging.
Do not spend time in evangelisating web-agnostic customers.