How To Get Inside Your Prospects’ Heads


Before you even write one single word of your sales letter, there’s something you need to do: profile your target market.

That’s just a fancy way of saying you need to get inside their heads. You need to understand what they want, what motivates them, how they think and how they feel. Because once you know these things, you can write a letter that creates instant rapport. You can write a sales letter that touches their hearts and mind. You can craft sales copy that practically reaches into their wallet for them and takes out their credit card.

Call it what you want. Hypnotic. Magical. Mind control hoo-doo voodoo. But it all comes down to understanding your prospects on a deep level, so that you can write something that really connects with them.

So how do you get inside their heads? Take a look at these ideas…

Become Part of the Target Market

One of the best ways to truly understand your target market is to become a member of their tribe, even if it’s just for a little while.

Do what they do. Go where they go. Learn firsthand about their pains, their frustrations, their problems.

For example, if you want to sell supplements to bodybuilders, then you should take up bodybuilding. Go to the gym. Figure out routines. Eat like a bodybuilder. Lift like one. Sleep like one.

Or maybe you want to sell supplies to rock hounders. In that case, get out and start rock hounding. Attend rock hounding meetings. Go out on field trips with groups. See what makes them excited. See what frustrates them.

So you get the idea. Becoming one with your target market is a great way to truly understand them.

Next up…

Eavesdrop On Your Market

This is super easy because you don’t have to leave the comfort of home. Simply find all the top places where your target market congregates online, and then start eavesdropping on their conversations.

This includes:

• Popular Facebook Groups in your niche. You might also check out the conversation happening on popular Facebook Pages.

• Top blogs. What you’re looking for are blogs with active comment sections, so you can follow the discussions.

• Other niche communities. This includes forums, niche social media sites, and anywhere else your market is discussing the issues.

• Customer reviews. Here you can go to to find out what your market thinks about the top-selling products in your niche.

Next up…

Talk To Your Market

You don’t have to lurk forever in the shadows on blogs, forums, and groups. You can talk and mingle with your market. Ask questions. See if you can uncover their pain points without specifically identifying yourself as a marketer. (As that may influence the way some people answer your questions.)

Of course, if you do want to identify yourself, then you may consider formally surveying this market about their problems, wants and needs. Just be sure you’re not posing leading questions that can influence the audience. And keep in mind that what people say they want and what they actually do may be two different things.


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