If the basic tier made you realize how much you’ve been winging it, get ready, because Pro is where you turn understanding your customer into a fucking superpower. Knowing your customer goes way beyond surface-level demographics or canned buyer personas. It’s about seeing inside their world and owning the conversation. The difference between decent sellers and absolute killers isn’t just confidence, it’s detailed, almost obsessive knowledge about who they’re helping and why those people need help right now.
Let’s start with the mindset most sellers have, They make assumptions. They decide what their customer “must want” and never check if it’s real. The result? Irrelevant pitches, wasted energy, ghosted messages, and a reputation as just another clueless spammer. It’s not just a rookie mistake, established pros forget this shit all the time.
Here’s what real understanding looks like, You know your customer better than they know themselves. You speak their language. You feel their daily pain. You know what triggers them to buy, what holds them back, what scares them, and what they secretly crave. When you do this right, customers see you as someone who “just gets it.” That’s the difference between “let me think about it” and “take my money right now.”
So how do you build this level of understanding? Start with listening, but do it like a pro. Jump on calls or voice notes and let the customer rant. Ask open questions, “What frustrates you most about X?” “If you could wave a magic wand over your problem, what would be different tomorrow?” The key isn’t in their first answer, it’s in what comes after you dig deeper. Don’t just collect data, collect emotions, fears, goals, and the exact words they use. It’s gold.
Document everything. Keep a running note with customer language, phrases, and repeated complaints. When you write your sales messages or offers, steal their exact words. If they say, “I’m tired of feeling invisible online”, use that in your DM, landing page, or pitch. Stop translating; start mirroring. Buyers feel like you’re reading their mind. That’s trust, and trust closes deals.
Now, kill the lazy demographic bullshit. You don’t just need to know they’re “35-year-old business owners in Texas.” You need to know they work at night, hate cold calls, are scared of hiring, and are pissed their leads never convert. Get specific. Use polls, IG question boxes, LinkedIn posts, or literal one-on-one chats to narrow down the real pain points and dreams.
Go where your customers hang out, no exceptions. If your people are in certain Facebook groups, Reddit threads, Discord servers, or Twitter circles, you need to be in there, lurking and learning. Watch the questions they ask, frustrations they share, and “stupid” comments that keep repeating. These are gaps in the market that you can attack with your offer. Screenshot the juicy stuff, they’re giving you the map.
Advanced move, After you think you’ve nailed your customer’s main pain, test it. Build a micro-offer or simple landing page and see if people bite. Run small DM campaigns targeting one pain only, not everything under the sun. If you get lukewarm response, go back and figure out what you missed. Adjust, repeat, and let the market teach you what matters.
Get deeper than features. Pros know that people buy feelings, not just stuff. What’s the emotional pay-off? Is your client desperate to feel respected, safe, free, or praised? If you’re selling coaching, are they really buying “sessions”, or buying a shot at finally not hating themselves in the morning? Drill down to the core of their motivation, and you can write sales copy and offers that cut through like a knife.
Use “customer cheat sheets.” For every type of potential buyer, build a one-pager, What are their top 3 headaches? What have they already tried that failed? What do they daydream about fixing? What objections do they always throw up? What specific language do they use?
Update this constantly. Every new DM, every new call, every new testimonial, and every objection is raw material for getting sharper. Top closers keep these cheat sheets open when they sell, so every pitch, comment, or answer feels personal and relevant.
Let’s talk about predictive power. When you understand your customer so well that you can call out their problems before they even mention them, it’s like a fucking Jedi mind trick. “You’re probably thinking X” or “Most people in your spot are worried about Y” makes them feel seen and validated. They’ll open up more, trust you faster, and speed through the sales process because you’re not “just another seller”, you’re the solution they’ve been waiting for.
Don’t forget the value of feedback loops. After you make a sale, or lose one, actually ask why. “Can you tell me what made you say yes?” or “What was missing for you?” Most people are happy to answer if you’re real with them, and these answers are priceless for sculpting your next pitch. Every win or loss is a chance to get sharper and more dangerous.
For team players or those looking to scale, make this customer obsession part of your culture. Share notes, language docs, and win/loss reasons with your squad. The company that knows the customer best isn’t just going to win, they’re going to dominate.
Here’s a pro tip for solo hustlers, if you’re just starting out and don’t know your customer yet, give away five minutes of your time for free in exchange for a real, honest convo. You’ll learn more in 30 minutes than you will scrolling business blogs for a year.
And for anyone thinking, “But my offer is for everyone”, wake the fuck up. If you try to sell to everyone, you end up selling to no one. Get clear, get specific, and get obsessed with your ideal customer. It’s not a one-and-done exercise, it’s a daily practice.
Stay with Pro and unlock templates for surveys, frameworks for interviews, message vaults with killer customer language, and breakdowns of real-world campaigns that went from ignored to viral just by nailing the customer’s core need. This is how you start winning before you even pitch. Get obsessed with your customer, and watch your whole business flip.
