SELL LIKE CRAZY: How to Get As Many Clients, Customers and Sales As You Can Possibly Handle

by Sabri Suby

Nine Questions To Define Your Dream Buyer 1. Where does your dream buyer hang out and congregate? Name both online and offline places where your dream buyers hang out and congregate. The more detailed and specific, the better. ‘Hangs out on Facebook’ is too general. ‘Hangs out in the Mothers of Melbourne Facebook group’ is more precise and actionable. ‘Likes the outdoors’ is too general to mean anything insightful and actionable. ‘Likes going to the park every Saturday morning with her two kids’ shows habits and values and is specific. ‘Reads blogs’ isn’t targeted enough. ‘Obsessively reads Rockin Mama, Mamavation, and Reddit’ is defined and revealing. Knowing exactly where your dream buyers are hanging out influences a lot of things including where you should advertise, what you should advertise, the tone of your copy, and vernacular to use. 2. Where does your dream buyer get their information? When your dream buyer is in research mode, where do they go to find the answers they seek? Is it Google? A particular blog? Books? Magazines? YouTube? Write your findings as a simple sentence: ‘When Sally is curious about a topic, the first place she goes is Google search on her iPhone’. 3. What are their biggest frustrations and challenges? Truly understanding and empathising with their biggest frustrations and challenges are the most important keys to defining your dream buyer avatar. By knowing what it’s like walking in your customer’s shoes, you’ll be able to create better prod...