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[Article] Wallets Will Open

In a recent article I discussed the immense power of getting clear on your ideal client. Everything from their age, gender, marital status and income to the stuff that really make them tick like their hopes, dreams, fears and challenges.

Today I want to give you some more information on the case study approach and how to truly get into their head and heart.

Case Studies

Case studies of existing clients are a very powerful way of getting a greater understanding of your customers, plus you can start looking for trends and patterns from those people who have already bought from you.

They already know, like and trust you, so it is easier to ask them these more personal questions and get accurate answers from them rather than brainstorming fictitious personas.

You can ask them the same personal questions outlined in my previous email (shoot me a message if you missed it and I’ll send it again), but get them to cast their mind back to before they first bought and see what frame of mind they were in, so you can document what they were feeling and thinking before they bought.

Get into Their Head and Heart

The quickest way to have your customers open their wallet is by getting to know their fears, challenges, dreams and grandest desires. A sale only takes place when the customer believes that your product or service is going to solve their need, want or desire.

You can use this knowledge to your advantage and profit greatly from it. Of course you still have to deliver what you promised, otherwise they will never come and shop with you again.

This information also allows you to tailor the product or service to exactly what the customer needs and desires, instead of what you like yourself, or think the customer wants.

It should be pretty clear by now that knowing WHO your customer is, is one of the most important parts of running a profitable business.

Businesses who continue to go from strength to strength, and look like overnight successes, have generally invested a lot of time getting clear on exactly who it is that they are trying to serve in their business.

They know who they are, what they want and where to find them.

Armed with this knowledge, you can create the product and service that is being demanded, along with a compelling offer that attracts the attention of these prospects, then offer them a solution they can’t refuse.

This is the ultimate key to success and profit.


  1. Define your target market
  2. Create three different customer personas
  3. Connect with three existing customers and build a case study about who they are and what their thoughts and feelings were before they bought from you.

Let me know how you go.

Let us show you how to capture the right customers and create effective case studies like we have in our proven 4-It System and boost your business profits to the next level. Click here for your FREE strategy call now. Limited bookings available.

Rob Kropp – The Profit Coach



About the 4It System for your business and life: The Make It, Manage It, Keep It, Grow It™ (4-It System) will help you structure your business in a way to make leveraged profit.  Manage excess earnings so you can scale effectively.   Keep more money in your top pocket.  Then grow it, so you can play a much BIGGER game than just the business.  Your wealth will expand as your financial freedom turns from a dream into a reality through building a business, living a life and leaving a legacy.

Connect with Rob Kropp:
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Facebook – To get daily inspiration that you can apply in your business and life. 
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