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Know your buyer

Head, heart, hands and feet, the day without you, and your big advantage.

5 skills · 25 steps in total

  1. 01Map your buyer's head, heart, hands and feetWrite what your buyer thinks, wants, does and is up against, in their own voice.Purpose:: Know your buyer in four short parts: head, heart, hands and feet.
  2. 02Write the day without you and with youTell your buyer's journey twice in their own voice: once painful, once easy.Purpose:: Tell the buyer's day without your product, then the same day with it.
  3. 03List pains and flip them into opportunitiesWalk the without-you journey for every pain, then flip each one 180 degrees.Purpose:: List the pains your buyer must get through, then flip every pain into its exact opposite.
  4. 04Pick the main pain and main opportunityChoose the one pain you solve best and flip it into the goal your buyer reaches.Purpose:: Pick the one main pain, then flip it into the main opportunity.
  5. 05Name your big advantageSay why the buyer wins with you, as "new way instead of old way".Purpose:: Name your big advantage: why the buyer wins with you.