Client 3D Avatar

1. If you are new, this is a “best guess” exercise.
   

2. Voice-of-customer data (VOC) is your most powerful tool. (The secret weapon to messaging)
   

3. Update your 3D Avatar Sheet quarterly after more strategy sessions (market contact)
   

4.  Be careful of the stories you tell

Please answer the following prompts and explain why it matters.

Please answer the following questions in detail to offer the best experience to the client.

1. What is the niche (Unique Focus Area)? and;
   

2. What is the BIGGEST result you can give a client?

Exploring your prospects’ Moment of Highest Pain to see opportunities to offer help and support.

What’s the BIGGEST problem your ideal client has?
(Be specific and use detail: what is the financial, emotional, and psychological pain that they are experiencing?)

1. How long has your ideal prospect been actively pursuing (x outcome)? and;
   

2. Why’s it been taking so long?
   

Pretend you are a fly on the wall, describe a day in the life of your prospect as it pertains specifically to your niche (obviously you will compress time here):

What are the most commonly held and widely-accepted beliefs and paradigms that DON’T serve your ideal client?

What frustrates your ideal client the most?
(Describe it in rich detail. Financial. Emotional. Pain.)

1. What is your ideal prospect most embarrassed by?
   

2. What makes them feel a sense of stomach-turning shame? and;
   

3. Where have they failed to meet their own expectations? The expectations of others?

What’s blocking them from achieving their desired situation on their own?
(List 5 to 8 of the BIGGEST roadblocks.)

THE BLUE OCEAN BRIDGE: A blue ocean is an analogy to describe the wider, deeper potential to be found in unexplored market space.

The following questions will let you discover the best opportunity to help your prospect. Make sure to be specific when answering to show clarity of your vision.

What reality do you see for them – that they don’t yet see for themselves?

Explain what you would do if you were in their situation: high-level steps.
(Share 'what' you would do, not 'how' to do it.)

The following questions will let you explain the consequences if your prospect will stay in their current situation with their pain points unsolved.

What do you know for CERTAIN will happen if nothing were to change for your prospect?

1. What is the cost of staying where they are right now? and;
   

2. How bad can things become if they don’t fix them?

The following questions will let you explore the desired outcome of your prospect. This will give you a chance to really get to see if you really know your prospects’ needs by heart.

What is the main *magic want* moment or outcome your prospect wants?

What does your prospect secretly, ardently desire?

WHY is this important to your prospect? Or, why is it what they REALLY need?

From your answer in number 14, take one level deeper, WHY does that matter?

Expand the circle, what or who else does success impact?

Name (and link to) your 4 most important competitors.