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In one of my previous articles, I explained what kinds of things you need to find out about your competition and now it’s time to dig into the mind of your prospect. Here is my 3 step plan to do it the easy way.

Research isn’t sexy and it’s definitely not always fun, but it’s absolutely crucial for a small business to increase profits and reduce work.

Step 1: Determine who your prospect is

Be very precise with the details: male or female (let’s say you choose to speak to a female)? How many years? Where does he live: in a small town, in a big town, in the country, abroad? House or apartment? How big is your family? What interests her? What kind of movies does she watch? What is her favorite TV show? What about her favorite band? What kind of books does she read? Does she have any hobbies of hers? Does she vote? What is her income level? What about her education?

The more you know about her, the easier it will be to speak to her directly, using language she understands and resonates with. By choosing her wording carefully, you can leave her with the impression that you are almost like reading her mind.

Just keep in mind that you are looking for a person with a problem that they already know they have and that you can solve.

Step 2 – Find this woman and swipe her words

Maybe you know her from social gatherings; she is a member of the same gym as you and you have talked to her in her locker room. What did she say?

Or she may have a blog, or you find her on forums or other social networks.

When you describe this problem, what words do you use?

Step 3: Reaffirm your findings

Now go back to what you found while researching your competitors, and pick the ones that seem to be talking to this same woman, and also seem to have made it big. It is very likely that they have spent a lot of money doing the research for you, to find out what language this particular group of people speaks, so that you don’t have to.

Subscribe to their list, study their website and note what kind of power words they are using and how they build their offers. Don’t try to copy them word for word, just collect the ideas. Remember that you want to incorporate these findings with your own personal story.

By admin

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