Copywriting

Market Research Guide - Understanding Your Audience

Sales Guy

Sales Guy

— 2 min read

Understanding your audience is the key to crafting messages that resonate and convert.

This guide walks you through a structured approach to market research, customer psychology, and persuasive messaging, empowering you to refine your offer and connect deeply with your ideal clients.

Part 1: Market Research – 15 Critical Questions

  1. What is your offer?
    Example: An online course teaching entrepreneurs how to scale their businesses using AI tools.
  2. Top 3 results your offer delivers:
    • Increased revenue through automation.
    • Time savings (10+ hours/week).
    • Reduced operational costs.
  3. Ideal client’s biggest problem/desire:
    • Problem: Overwhelm from manual tasks.
    • Desire: Freedom to focus on growth.
  4. Humiliation they want to avoid:
    • Missing sales targets due to inefficiency.
  5. Daily frustrations:
    • Juggling too many tools.
    • Wasting time on repetitive tasks.
    • Lack of scalable systems.
  6. Common complaints:
    • “I’m always working, never growing.”
  7. What keeps them awake:
    • Fear of competitors outpacing them.
  8. Cost of not buying:
    • Financial: $50k/year in wasted labor.
    • Emotional: Burnout and stagnation.
  9. Their ultimate goal:
    • A self-sustaining business.
  10. Value of results:
    • Priceless (vs. losing their business).
  11. Price strategy:
    • Willing to invest: $5k.
    • Your price: $2.5k (positioned as a steal).
  12. Why it’s a no-brainer:
    • Avatar 1 (Startups): “Saves 6 months of trial-and-error.”
    • Avatar 2 (CEOs): “Recoups cost in 30 days.”
  13. Sacred cows you kill:
    • “You need a big team to scale.”
  14. Top competitors:
    • Competitor A (generic courses), Competitor B (expensive consulting).
  15. Why choose you?
    • Practical, affordable, and tailored to solo entrepreneurs.

Part 2: Customer Bubble Questions – Dive into Their Psyche

  1. Awareness level:
    • Problem-aware but unsure how to solve it.
  2. Current beliefs:
    • “Automation is too technical for me.”
  3. Darkest fears:
    • Losing their business to tech-savvy competitors.
  4. Emotions:
    • Frustration, anxiety, hope.
  5. Deepest pain:
    • Working 80-hour weeks with no growth.
  6. Past failures:
    • Wasted $10k on ineffective tools.
  7. Suspicions:
    • “Most courses overpromise.”

Part 3: One-Sentence Persuasion Framework

  1. Encourage dreams:
    • “Imagine your business running itself while you sip coffee in Bali.”
  2. Confirm suspicions:
    • “You’re right—most courses don’t deliver. Ours is built by 7-figure founders.”
  3. Lay fears to rest:
    • “No coding needed. We guide you step-by-step.”
  4. Justify failures:
    • “Past tools failed because they weren’t built for your needs.”
  5. Throw rocks at enemies:
    • “Stop letting outdated methods steal your time and profits.”

Real-World Example: AI Marketing Course

  • Competitor Comparison: Highlight simplicity vs. Competitor A’s complexity.
  • Sacred Cow: Challenge the myth that AI is only for tech giants.
  • Persuasion Hook: “Join 2,000+ entrepreneurs who replaced 40-hour weeks with 4-hour workflows.”

Market research is crucial for building a deep connection with your audience.

It helps you craft experiences that resonate and address their needs.

Remember, it's an ongoing process—continuously learn and adapt to stay ahead.

Keep Crushing!
- Sales Guy

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