😲Why You SUCK AT SELLING: Try this simple sales exercise.

Creating a Customer Avatar

In this video, Alex explains the importance of creating a customer avatar and provides a simple 3-step process to create one.

Defining Your Customer Avatar

• A customer avatar is a fictitious character that represents your ideal customer.

• The clearer and more specific you can be about WHO this person is, the more effective your marketing and messaging will be.

• Start with demographic traits such as age, sex, location, education level, relationship status, occupation, income, and household size.

• Identify psychographic traits such as interests, lifestyle, core values, personal goals, causes they care about and brands they use.

Benefits of Creating a Customer Avatar

• Understanding what your customers want from your brand

• What motivates them to buy

• How they compare and choose products

• What kind of offer would they find the most compelling

Step-by-step Process for Creating a Customer Avatar

Step 1 - Create Your Customer Avatar Profile

• Identify demographic traits such as age range or generation; sex; location; education level; relationship status; occupation; income; household size.

Step 2 - Define Psychographic Traits

• Identify psychographic traits such as interests; lifestyle; core values; personal goals; causes that matter to them and brands they use.

Step 3 - Bring Your Avatar To Life

• Give your avatar a name, age, family and a story.

Conclusion

• Creating a customer avatar is an essential exercise that helps you better understand your customers and create more effective marketing and messaging.

Creating a List of Challenges for Your Avatar

In this section, the speaker explains how to create a list of challenges that your avatar is likely experiencing based on the profile you just created. The goal is to tap into your avatar's greatest pain points so you can communicate with empathy and create emotional resonance in your copy.

Relatable and Believable Challenges

• Create a list of 4-5 relatable and believable challenges that your avatar is likely experiencing.

• Use stories, common statistics or facts, or actual feedback from previous customers to complete this step.

• Examples of customer avatars for HelloFresh and Glossier are provided as illustrations.

• The goal is to help you understand how to tap into your Avatar’s greatest pain points so you can communicate with empathy and create emotional resonance in your copy.

Flip the Script to Juicy Benefits

In this section, the speaker explains how to identify the goals and results that your avatar would likely want to receive from your product or brand. This will help you communicate your unique sales proposition in a highly value-driven way.

Identifying Goals and Results

• Imagine the ideal scenario or outcome that is the exact opposite of each of the challenges you’ve just illustrated.

• Identify what they would want to experience instead of those pain points, and how they would want to feel.

• Examples are provided for HelloFresh and Glossier as illustrations.

• The goal is to clearly identify the goals and results your Avatar would likely want to receive from

your product or brand so you can communicate your unique sales proposition in a highly value-driven way.

Naming Your Customer Avatar

In this section, the speaker encourages viewers to give their customer avatar a name and even a face. This exercise is a great starting point to set you off on your marketing campaigns with clarity and direction.

Naming Your Avatar

• Give your customer avatar a name.

• You can even take it one step further and give your avatar a face.

• Since it’s for internal use, there’s really no harm in finding a random photo of someone online who best represents your avatar or maybe even someone you know.

• This exercise is a great starting point to set you off on your marketing campaigns with clarity and direction.

Conclusion

In this section, the speaker concludes the video by thanking viewers for watching and encouraging them to check out other videos.

Conclusion

• The speaker thanks viewers for watching and encourages them to check out other videos.

• Viewers are reminded that they can get their Customer Avatar Worksheet that walks them through this entire process by clicking the link in the description below.

• The exercise provided in this video is a great starting point to set viewers off on their marketing campaigns with clarity and direction.