Brain Smart Selling Tip: Customer Avatar

We’re all involved in sales in one way or another all throughout our lives. Right now I have to sell you on a reason to read this blog post by providing you with either enough value to help you make more money or have more fun (or both). If you aren’t getting anything out of this blog post, there would be no reason for you to continue reading, it would simply waste your time and I don’t want to waste your time.

If you don’t think that you are involved in selling, think about how you attracted your current boyfriend/girlfriend/spouse or how you got the job you currently have. For your current job, you had to sell yourself through a resume and most likely an interview process. If you didn’t have to sell yourself consciously to get your job, you did it subconsciously by programming yourself to answer the questions you were asked correctly and to be prepared for the interview process.

I’d like to talk a little bit about brain smart selling and how you can truly be successful in your next selling experience. To start off, ask yourself this question.

Does It Solve a Problem?

Too often in selling we get overwhelmed with the product we are trying to sell and forget what’s truly important. I want you to think back to the time you bought something. No matter what it was, I imagine that it solved a problem you had at that time. For example, right now I am drinking a Starbucks Iced Coffee while I write this. I was thirsty(problem), and I bought an iced coffee(solution).

If there aren’t a lot of people who need your product or service, it simply will not sell. It could be the greatest product in the world, but if no one needs it to solve a problem that they have, it won’t sell.

Too often people get involved in selling because they hear it can be easy money. It can be easy money, but you’ll need to approach it the Brain Smart way. Otherwise, you’ll be stuck spinning your wheels while other people are out there making sales. Here’s some questions to ask yourself prior to getting involved in any type of selling..

Questions To Ask Yourself

  • What problem(s)/need(s) do my customers have?
  • Who is my Ideal Customer?
  • How can I best solve this problem for my ideal customer?

Asking yourself these 3 questions puts your brain in a position where you will start to get into the mind of your customer. You’ll learn that the more you can put yourself in your customers shoes, the more you will be able to relate to them and ultimately help solve their problem. It is going to feel weird at first, but I promise that after you do it a few times you will become more comfortable. It took me a long time to truly step out of my own body and mind to put myself in someone else’s shoes, but I’ve noticed a significant boost in how effective my selling has been since doing this. I also have become more comfortable with thinking from another person’s perspective which helps not only in business, but in personal relationships as well.

One activity that you can do that will dramatically improve the way you sell is by asking yourself specific questions that will help you gear your marketing towards solving the need of your target audience. Many people call this identifying your customer avatar, put simply this means that you create your ideal customer.

Identify Your Customer Avatar

  • What are their Common Fears, Frustrations or Urgency Points?
  • What are their Wants & Aspirations?
  • What are their Common Experiences & Current Reality?
  • What are their common Irrational Fears & Fantasies?
  • Name this person to make them real.

This activity is one of the hardest activities that you will do, but it will prove to be one of the most effective activities that you’ve ever done. This is because you will understand more about your customer and what your customers true needs are. Often, the needs that you initially thought your customers had(and were addressing in your marketing) are not the true needs that they have.

Take out a piece of paper and answer each one of those questions now. Don’t wait until tomorrow or next week, do it right now.
***Those of you who take action on this right now will thank me a month or 2 down the road.

Image: graur codrin /

After you’ve taken the time to write your answers out, you’ll start to see why this was important. You’ll notice common themes and problems that your customers have and you’ll start to think of this person and how you can solve their problems. By doing this, you are implementing brain smart selling techniques and will notice a change in how you start selling. You will no longer just be throwing your message out there and hoping people buy. You’ll be able to identify real problems that your audience has and will be able to create solutions to these specific problems.


This will allow you to think about your marketing in a different way than you may be used to. I’m going to leave you with one piece of advice that may change your entire business or may just get you thinking a little differently.

Marketing: Letting people know about something they already want

Please leave comments below if this has helped you. Share your experiences and whether you took action and created your customer avatar and whether or not it helped improve your marketing. My guess is that at least 95% of you didn’t do the activity, but if you did I would love to hear what your “aha” moments were in the comments below.