Core Values
It helps to understand what your character is at their core... are they loyal to God and Family? Are they "patriots"? Are they "family isn't blood, family is earned"? Are they "hard work pays" or are they "hard work is a trap"? Are they Family First or are they Me-Time First?
Role in Purchase
Your ideal target should be a decision maker BUT, you may be speaking to a key gatekeeper who has a dynamic that is not a straight line to sales. Describe the likely role this person has in purchasing.
Possible Objections
After all of this work, you can likely predict some key objections your target may have to working with you... Maybe they already have a vendor or product in hand. Perhaps you're price is "high" or your product is too simple or too complicated. What will YOUR avatar object to about your offer?
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