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

by Sabri Suby

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 products and services that address their specific pain points and problems. Here are a few examples to get your creative juices flowing: ‘I wish someone would just write this sales copy for me’. ‘I need to lose ten kilos before my wedding’. ‘Ugh. I wish I could just have someone run my Facebook ads for me’. Your dream buyer’s frustrations and challenges are integral to the products and services you offer. Whatever it is you are selling has to solve a problem large enough that your dream buyer will happily part with their hard-earned money for you to solve it for them. Knowing their biggest frustration and challenges also will determine the emotions you speak to in your copy and advertising. There are a number of emotions behind the challenges and frustrations your dream buyer is experiencing – they could be sadness, anger, fear, remorse, hope, a desire for something better. By speaking to exactly what your dream buyer is feeling, you’ll be able to connect with them emotionally on more than just a rational level. It will also reflect the types of stories you tell. The logic here is simple. When your dream buyer sees a testimonial from a customer who solved their biggest frustrations a...