The other day I held a Zoom call where I helped a bunch of people create an offer, and while I was on that call, I noticed one glaring thing that was holding most of the people back from creating a GREAT offer.
It wasn’t their copy…
Or even their understanding of marketing…
Nope.
It was something much more fundamental…
Wanna know what it is?
Alright I’ll tell ya.
Most of the people who were struggling to come up with an offer simply did NOT understand their buyer well enough.
I’ll give you an example of what I mean…
Let’s say you sell courses on making money with crypto.
If that’s what you’re selling, then you should know…
What’s the big pain point driving them to try and make money with crypto?
Is it the fact that they hate their job?
Do they want more control over their life?
Are they behind on bills?
Are they a loser with women and they think being a crypto baller will change that?
Do they feel like they’re not good enough, and being successful will fix that?
This is a crucial question, because something in their life is driving them to look into making money with crypto.
So if you’re going to sell to them, you need to understand what the pain points are that are driving them to look into it.
So that’s the first thing you need to know…
The second thing you need to know is what is the big desire for them with crypto?
Is it having more freedom in their life?
Is it the fantasy of making money without working?
Is it looking cool on Instagram (cars, private jets, expensive vacations)?
Is it trying to impress their friends, parents or girls?
Is it providing a better life for their family?
All of these are possibilities.
But if you don’t understand your buyer on a deep level, it’s pretty much impossible to make your offer appeal to them.
Cause you don’t actually know what they want…
Or what problems they have…
And that’s a recipe for an offer that flops.
So my advice?
Get your hands dirty and start learning more about your buyer.
Actually talk to them (get on Zoom calls with them or talk in person)…
Watch what they post in forums and Facebook groups…
Study the other offers that they’re buying…
This is all crucial stuff if you want to create an offer that actually sells.
Yet most people don’t do it.
Most people skip over it cause it’s boring or too much work.
Which is a big mistake.
Cause in the end, all your success (or lack of it) boils down to how well you know your buyer.
So make it your focus.
Make sense?
I hope so.
Cause that’s all I got for ya today.
FYI I’m gonna be taking the next three days off for Memorial Day, so I’ll be back on Tuesday…
Until then…
Enjoy your weekend…
– Justin
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