Sachin Patel explains how to define an "ideal customer avatar" by identifying the person's core struggles, surface needs, and deeper desires. He emphasizes probing multiple layers of "why" (suggesting 3–7 whys) to discover transformational goals (e.g., climbing a mountain, dancing at a daughter's wedding) and highlights that customers seek the result of a program, not the program itself.
Our character is that ideal customer avatar. It's that person who we want to get our hands on and help them because we know we have something that can truly transform their life. What is that person struggling with? What is it that they want? What is their desire? Now, desire isn't just getting out of pain. Once they're out of that pain, what are they going to do? What's the mountain they want to climb? Maybe they want to literally climb a mountain. I have clients that want to do that. That's why we work together. What if they want to dance at their daughter's wedding? Or maybe they have. They can't be the parent that they want to be. You have to get down to anywhere from three to seven whys as to what does this character want. We've all heard the famous saying that nobody wants a drill. They want a hole. Right? Nobody wants your program. I'm sad to say that to you. Do you think anyone wants your program? No. They want the result that your program offers to them.
Your Doctor Won't Prescribe This… But It's the Most Powerful Medicine on Earth
