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Audience Psychology: Fears, Hidden Beliefs, Words and Objections

Builds a psychological picture of your audience in six steps: the late-night worries of your ideal customer, beliefs they keep to themselves, the exact words they use for their problem, unspoken objections, an offer reframe and the self-beliefs they need before buying.

ideal customeraudience researchobjectionsofferbuyer psychology
  1. Phase 1 — Ideal customer beyond demographics
    My brand: [describe your brand, niche and audience]

Task: build a realistic profile of my ideal customer. Leave demographics aside and tell me what keeps them anxious at 11pm.
  2. Phase 2 — Unspoken beliefs
    My brand: [describe your brand, niche and audience]

Task: what does my audience privately believe but never write about in public?
  3. Phase 3 — Their own words
    My brand: [describe your brand, niche and audience]

Task: collect the exact phrases my audience would use when explaining their problem to a friend.
  4. Phase 4 — Polite objections
    My brand: [describe your brand, niche and audience]

Task: list the objections my audience holds back because they are too polite to raise them.
  5. Phase 5 — Offer reframe
    My brand: [describe your brand, niche and audience]
My offer: [offer]

Task: reframe this offer so that turning it down feels harder than accepting it.
  6. Phase 6 — Beliefs before trust
    My brand: [describe your brand, niche and audience]

Task: before my audience trusts me with their money, what must they first believe about themselves?
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