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November 4, 2022 48 mins

Every business leader needs to understand their unique target audience intimately. Let’s face it, we all want to be understood. It’s the foundation of every connection. 

Typically, client discovery is through the limited lens of market research data which only produces generalized ideas, resulting in mass-produced messaging and superficial connections with a customer base. 

In this episode, I unpack how understanding your ideal audience on an individual level allows you to communicate in a way that resonates specifically with them so that they can connect deeply with your offering. 

I guide you through an exercise to understand your perfect customer psychologically and emotionally and, ultimately, to fine-tune your direct value to them. From this framework, I teach you how to create elevated messaging around your appeal that transcends to attract all the right people.

Show your client you understand them. 


  • Who is your ideal audience? 
  • Imagine that your audience is one person - a single individual rather than a group. If your audience was an audience of one, who would that person be?
  • Why are they your ideal? Why do you like working with them? What are the fundamental traits and qualities they have? 
  • Where did they come from, where are they now, and where are they aiming to go?
  • What is most important to them? What are their ideals?
  • What are their obstacles - traps, temptations, fears?
  • What is their core desire?
  • What drives them? What is their purpose, their motivation?
  • What is their biggest problem, and how does it relate to the problem you solve? How can you help with their challenges and lift them up?
Mark as Played

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