How to Talk to Your Ideal Customer Right Now

Learn how to connect with your ideal customer and sell your subscription box with confidence—even during uncertain economic times.

In today’s economy – and really, in today’s world – things feel uncertain. Budgets are tighter. Priorities are shifting. Everything just feels somehow different than it did even a year ago. 

People are paying closer attention to where their money goes. They’re making fewer impulse buys. And more than ever, they’re craving value, comfort, and connection in the things they choose to bring into their homes.

So how do you keep showing up, serving, and selling your subscription box without sounding salesy or out of touch?

By connecting with the person on the other side of the screen.

Let’s walk through how to do just that.

1. Give Them a Reason to Subscribe Now – without the Pressure

Your customer might be cautious. But they’re still buying. They’re just more intentional about it.

They’re looking for purchases that feel worth it. Something that meets them where they are physically, emotionally, and financially.

Ask yourself:
Why does my subscription box matter right now in my ideal customer’s life?

• Maybe your box brings a sense of calm or joy in a season that feels chaotic and uncertain.
• Maybe it helps them stay consistent with a goal. Think self-care, home organization, or trying something new.
• Maybe it takes one thing off their plate and replaces it with a convenience they don’t have to think about.

This isn’t about pressuring someone to buy. It’s about helping your audience see how your box supports the life they’re already trying to live.

Instead of: “This deal ends at midnight!”

Try something like: 

• “Need something simple that brings a smile and takes one thing off your plate? This box does both.”
• “A little joy. A little surprise. A little something to look forward to—every single month.”
• “No decisions, no stress—just something you’ll love showing up at your door.”

Use messaging to make your offer feel timely. Make it feel helpful. Make it feel like a gift they’re giving themselves every month.

2. Focus on the Kind of Value That Matters Now

Your ideal customer isn’t collecting stuff. They’re curating a life.

That means your subscription box needs to do more than deliver products. It needs to deliver purpose.

Ask yourself:

• Does your box help her feel more put together?
• Is it a monthly reminder to slow down and care for herself?
• Does it bring her surprise, delight, or a much-needed break from decision fatigue?

That’s what value looks like right now.

When you talk about the box–during LIVEs, in emails, on social media–don’t just talk about what’s in the box. Talk about how it fits into your ideal customer’s real, everyday life. 

3. Mirror Your Ideal Customer’s Mindset in Your Messaging

Your ideal customer’s world feels different right now. Your messaging should, too.

She’s overwhelmed. She’s stretched thin. She’s looking for brands that get her and what she’s feeling. Not brands that keep pushing products like it’s 2021.

This is where listening becomes your superpower.

Use what you’re hearing in DMs, comments, emails, or even cancellation reasons. 

Let your ideal customer’s words guide your content.

If she says:

• “I’m exhausted,” talk about how your box makes life simpler.
• “I need a win,” talk about how your box feels like a monthly pick-me-up.
• “I can’t justify extras right now,” talk about how your box brings consistent joy that doesn’t require another decision.

When you reflect what your ideal customer is actually thinking and feeling, she sees you as someone who understands, not someone trying to sell to her.

4. Lead with Connection

No one wants to be sold to. But everyone loves a story.

Your best marketing tool is a story that connects your ideal customer to you… and to your subscription box.

Share your “why.” The reason you started your business and what you hope to give your customers. 

Take your audience behind the scenes. Pull the curtain back a bit and show them the “real” business with your version of a video of you packing orders at midnight in your messy bun and fuzzy socks.

Make quick connections by: 

• Sharing a screenshot of a subscriber thank-you note.
• Reposting a subscriber’s unboxing video.
• Recording a short video talking about what this box means to you.

Stories generate emotion. Emotion creates connection. And connection? That’s what leads to sales. Yes, even now. 

Learn more about the power of community-building. 

5. Show Up Even When You’re Not Selling

If you only show up when your cart is open, your audience will tune you out.

But when you show up consistently, without the pitch, you become someone they want to hear from.

Use the time between launches or promotions to: 

• Give behind-the-scenes peeks of your business.
• Share sneak peeks of your next box.
• Answer FAQs in a casual, story-based way.
• Celebrate your subscribers!
• Share tips that help make things easier or better for your ideal customer. 

Be consistent. And show up with purpose.

The more your audience sees you, hears from you, and connects with your “why,” the more likely they are to become – and remain – subscribers.

Discover what can happen when you serve before you sell. 

6. Sell By Serving Your Customers 

If your subscription box helps your ideal customer feel more confident, more relaxed, more joyful, or more cared for… Sharing it with them isn’t salesy.

It’s service.

Your goal is not simply to sell a product and collect revenue. Instead, you’re offering something that makes your ideal customer’s life better in a small but meaningful way.

That shift from “selling at” to “serving for” makes all the difference in how you show up.

Think of it like this. If your subscription box would make your ideal customer smile today. Or be the solution to a problem today. Or offer ease and convenience today… Why wouldn’t you share it? 

When you believe in the value of your box, selling feels like the natural next step.

Selling your subscription box in uncertain times doesn’t call for more discounts, more urgency, or more pressure.

It calls for more connection.

• Show your audience you understand what they need now.
• Speak to their reality, not their wishlist.
• Be someone they trust—before, during, and after the sale.

And when you do? They’ll choose your box over and over again. Not because you convinced them to subscribe, but because you made them feel seen.