Do you really know your customer? Can you write a 'day in the life' of your customer? I personally believe that focussing on WHAT you're selling, instead of WHO you're selling to, is one of the biggest mistakes a business can make. You could have the greatest product on earth, but if you’re trying to sell it to the wrong person—you’re never going to hit your sales numbers. That's why knowing your customer and creating your Customer Avatar is something you need to use in ALL OF YOUR MARKETING. If you skip this step I believe that your message will never resonate with your customer/target market and a lot of opportunities will be missed! As I mentioned before, the customer avatar is one of the fundamental pieces of your marketing. Knowing your customer avatar is one of the few ASSETS that applies to EVERY MARKETING DISCIPLINE: 1) Content marketing: Helps you decide what blog posts, videos, podcasts you should create 2) Paid traffic: Helps you discover which ad platforms you should buy traffic from 3) Product creation: Helps you create a product that your customer NEEDS 4) Copywriting: Helps you describe your offers in a way that speaks to your customers problems, making them want to buy from you 5) Email marketing: Helps you to get better open rates, conversion rates etc. Ready? LET'S BUILD YOUR CUSTOMER AVATAR!

1. HOW TO CREATE
YOUR CUSTOMER
AVATAR AND WHY IT
IS IMPORTANT

2. YOUR CUSTOMER AVATAR IS AN ASSET YOU USE IN ALL OF
YOUR MARKETING!
IT FORMS THE BASIS OF ALL MARKETING DISCIPLINES LIKE:
CONTENT MARKETING, PAID TRAFFIC, PRODUCT CREATION,
COPYWRITING, EMAIL MARKETING ETC...

3. LET’S GET STARTED...

4. CUSTOMER AVATAR EXISTS OUT OF 5 MAJOR COMPONENTS
GOALS &
VALUES
SOURCES OF
INFORMATION
DEMOGRAPHICS
CHALLENGES &
PAIN POINTS
OBJECTIONS &
ROLES

5. LET’S SAY I SELL MARKETING
COURSES TO AGENCY OWNERS…
I WOULD FOLLOW THESE STEPS TO
FILL OUT THE CUSTOMER AVATAR!

6. STEP 1:
IDENTIFY THE
GOALS AND
VALUES OF YOUR
CUSTOMER
These things should relate to the product you sell or the offer you’re making! Don’t get distracted by
unrelated goals!

7. STEP 2:
IDENTIFY THE
SOURCES OF
INFORMATION

8. 4 WAYS TO GATHER YOUR CUSTOMER AVATAR’S SOURCES
OF INFORMATION
Talk to people in this Customer Avatar Group -
reach out to them personally or go into
forums/communities online
The “But No One Else Would” Exercise - you try to
weed out people who aren’t a perfect fit for your
offers:
“My customer avatar would read [book/magazine] but
no one else would”
“My customer avatar would visit [blog/forum] but no
one else would” etc.
Pull from personal experience - make sure you
always validate your ideas and assumptions by
checking with other people who fit the profile.
Do a Google Search - a good way to start is:
“Top books for [Customer Avatar]”
“Best [Customer avatar] conferences”
“Top [customer avatar] blogs” etc.

9. STEP 3:
LIST THEIR
CHALLENGES
AND PAIN POINTS

10. STEP 4:
LIST THEIR
OBJECTIONS
AND ROLES

11. STEP 6:
MAKE YOUR
AVATAR AS
HUMAN AS
POSSIBLE

12. CONGRATULATIONS WITH YOUR
FIRST CUSTOMER AVATAR!
BUT YOU’RE NOT DONE YET...

13. Now it’s time to think about the person’s
BEFORE and AFTER state
What do they want and what are they experiencing
BEFORE the purchase?
What do they have AFTER the purchase? How will
the purchase TRANSFORM their lives?

14. KEEP AN EYE ON MY NEXT POST
WHERE WE DIVE DEEP INTO THE
BEFORE AND AFTER STATE...