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Episode 206: "How to Understand the Psychology of your Perfect Client" - Dr Sharon Livingston
Dr Sharon has always been curious about what’s going on in people’s head. Here is what she says about it : « It’s just amazing to me that people have such interesting reasons that they don’t even know about. If you scratch the surface you can get at it, but they will give you a rationale alibi for what they do. The real reason they do it has something to do with a feeling that they have. There’s an emotional end benefit that’s much more important. You can’t get that by asking it directly. » Dr Sharon & Fabienne discuss about the importance of knowing about your audience’s psychology as an online business owner. Who they are, What’s important to them What problem they are trying to solve Say out loud the words that represent features and functional benefits What is your unique solution to their problem Dr Sharon then takes good time to explain the emotional ladder that a client goes through, when they consume your product or service. And to do that, you have to ask them to do a chain of benefits. There are 4 buckets of these emotional benefits : Health narcicism Being loved by partner, feeling sexy, feeling attractive Altruism Nurturance During the interview, she goes through them in a very detailed way. About her book : "Get Lost Girlfriend :How I Found Myself When my Best Friend Dumped Me" This book is about how toxic friendships don’t bring any good to your life and when it ends, how important it is to « grieve » about it. Or else, you stay stuck with a wound that could backfire later in your life. Dr Sharon Livingston’s bio : Dr. Sharon is the co-founder of international Coach Certification Alliance where she helps coaches to become certified. She earned her Ph.D. in the mid-90s, and she’s since become one of the world’s formal specialists in consumer psychology, group techniques, and finding the emotionally unique selling proposition for any market. Sharon’s the woman many billion dollar companies bring in to find out what’s deep inside their prospects heads often before an idea for a product or service even exists. She’s personally interviewed over 60,000 consumers. Yes, a real number of other emotional response to advertising. Ways to connect with Dr Sharon: www.toxicbestfriend.com www.thecoachingtest.com cell phone : (605) 505-5000…read more