Below are the key points to focus on when analyzing your audience, identifying their pain points, and presenting your solution. The checklist is divided into sections for easy navigation.
1. Identifying Audience Pain Points
Current Pain
- What is bothering the client right now?
- Example: “No money in the wallet.”
Fear of Future Pain
- What are they worried about in the future?
- Example: “Accumulating debts and bank threats.”
Ignored Pain
- A problem they don’t want to notice or admit.
- Example: “Thinks they’re lazy or unmotivated but avoids change.”
Imagined Pain (Cult Model)
- Conspiratorial or mythical explanations for problems.
- Example: “You’re poor because secret organizations steal your money.”
Pain Linked to the Main Problem
- Negative outcomes from the core issue.
- Example: “No money → no car, home, vacation.”
Pain Everyone Talks About
- Criticism or stereotypical advice from others.
- Example: “Just get a proper job!”
Reactive Pain
- A sudden fear triggered by an unexpected situation.
- Example: “An emergency surgery is needed, but there’s no money.”
Immediate Pain
- The most visible and urgent issue right now.
- Example: “No money? Get it within an hour.”
- This is the “painkiller” to quickly gain trust.
2. Transitioning to Solutions
Pain Relief
- Provide a quick result by solving the immediate pain.
- Once relieved, the client becomes more loyal and open to learning and change.
Main Goal and Next Steps
- Show how to achieve stable, long-term results.
- Help the client stay on track beyond the quick “painkiller.”
Done-for-You Solutions
- Simplify the process and take over part of the tasks.
- For example, “Do it all for me” is ideal for those lacking time or motivation.
3. What Your Audience Wants to Know
How You Will Help
- Provide an overview of your methods and plan without revealing every detail.
- Example: “First, we do A, then we review B, and finally, we implement C…”
What the Exact Result Will Be
- Tangible outcomes, timelines, and clear benefits.
- Example: “Within a month, you’ll pay off debts or get your first orders.”
Volume and Format of Feedback
- Answering questions, personal consultations, homework reviews.
- Example: “Ask questions anytime in the chat, and we’ll respond within 24 hours.”
What Happens if Results Aren’t Achieved
- Alternative options or a “Plan B.”
- Example: “If it doesn’t work, we analyze mistakes and adjust the strategy.”
Guarantees (Ideally Legal)
- Conditions for refunds or other assurances.
- Example: “We refund 100% if results aren’t achieved due to our fault.”
Who You Are and Why You’re an Expert
- Education, experience, projects, testimonials.
- Example: “With 10 years of experience, I help over 100 clients annually.”
Why You Want to Help
- A personal motivation or mission.
- Example: “I was in debt myself, and now I want to help others.”
Who Has Already Achieved Results
- Case studies, real reviews, success stories.
- Show how you handle those who didn’t succeed.
Additional Support
- Ready-to-use materials, templates, scripts, extra services.
- Example: “We provide ready-to-use checklists and detailed sales scripts.”
Warmth, Care, and Support
- Prove you genuinely care about your audience.
- Example: “Ongoing support, group chats, calls when needed.”
Convenience and Comfort
- Lesson recordings, flexible learning formats, round-the-clock access.
- Example: “Sign up anytime and use our mobile app.”
4. Final Checklist
- Are the pain points clearly defined?
- Ensure the “pain” is real, strong, and relatable to your audience.
- Do you offer quick pain relief?
- A simple first step to gaining trust.
- Did you outline a path to a long-term solution?
- Don’t abandon the client after a “quick win.”
- Are the benefits and final results clear?
- Numbers, examples, and case studies help reduce objections.
- Do you provide guarantees and transparency?
- People want clear conditions and accountability.
- Is support, comfort, and convenience assured?
- Personal attention, access to materials, feedback, and a “friendly” environment.
- Is your expertise and motivation clear?
- Let the audience see why you’re trustworthy and what you aim to achieve together.
Use this checklist as a universal guide to studying and engaging your audience. Focus on their main pain points, provide a “quick” solution, and then guide them toward deeper collaboration to achieve long-term success.