Okay. So now we get into one of the most important parts about selling. and well in this case marketing and that being human psychology, so the fundamentals behind human psychology and what makes a person buy something or want something and the research to find that and 80% of your time will be spent doing this. So for me, I feel that I'm pretty good at what I do and most of the time I'm just researching. I'm just figuring out what people want. And then I'm just using the Frameworks and applying the fundamentals. and just pulling data and using the Frameworks to kind of Make it happen if that makes sense and you guys will kind of see what I mean as we dive into this lesson. And as I unfold the Frameworks for you guys in later videos. But great copywriters spend 80% of their time researching and understanding their Customer because if you could understand the customer better than they do they you speak the language, you know exactly what they want to see what they want to hear and exactly what would make them buy something. Okay, so why research is so important the ultimate goal of research and this is like the key to selling anything online as soon as you understand. What people want you just use Frameworks? And then you look at what other people are doing? You copy it and then you just break it down to a framework or you use on the framework. I'm gonna give you guys here. the ultimate goal you need to know your customer better than they do and we'll go into an example towards the end to show you why and how this is so powerful. So the why So that you can show them exactly what what they want to see number two to tell them exactly what to what they want to hear and to give them exactly what they want. Not what they need. Not what they need to see not what they need to hear. Okay, everything about marketing and selling is just appealing to the want. Okay. A lot of times you'll see people want to do something. They want to become richer. They want to become more more healthier, but they don't do what's needed. Okay, they'll never buy off needs. You cannot change human nature wants around wants versus needs you need to tap into the wants and then you can give them what they need. But to get them to actually do something you need to. appeal to their wants Right. So the framework. Luckily. I have a framework for this for you guys. So the first step. is identifying the desired results or goals of your target audience or who you're trying to sell to this could be people that own dogs, so dog owners and we get even more specific we can be people that have Um neighbors that own dogs, for example, this could be you guys drop shippers, right? So number one step is identifying the desired results or goals. And we'll use an example of a drop shipper, which I'll show you guys in a bit here. Okay, then we need to identify the pain points. The third thing is to identify the limiting factors. This could be monetary and resources. This could be things that people have tried already. This could be, you know, safety and risk. This could be adults. This could be trust and Authority. And we'll dive into this. In a bit here so that you can see a clear example, but it's really simple. Okay, a tip is to look for like trigger visuals and phrases look for predisposed desires predispole presupposed desires presuppose goals, things are presupposed. For example, Josh stripper is looking for a winning product because a winning product presupposes that they'll make money and easy vehicle. It's a product research tool obviously, right? and when we apply and when we apply the concepts from the previous lesson in terms of finding a product. You know the the speed in which people can achieve their results and goals. Sorry, the whole purpose of This research is so that we can figure out exactly what they want. What's holding them back where the limiting factors and then we can use the principles. We learned from the first lesson. So the previous video and package in a way that's super compelling, but we need to do our research first. Otherwise, we're just guessing Right. So some Advanced research notes that I have for you guys. So And maybe we'll take a look at this later. Actually, we'll take a look at it now. So I'm figuring out these stages of awareness that your target audience or customer or Target customers in this will impact the way you deliver your message for example less aware. people that are less aware about the problems and their Solutions require more education this for example are people that you know broad the the pain relief Niche for example, right people don't know why they would need a back pain like posture device thingy. They need more education around why the pain is so bad. We need to amplify it through education. Right, the more aware people require less education. So you guys as dropshippers are aware, right? If I say product research tool you guys probably know what that means already. Obviously, what does that presuppose means that I mean, you'll make more money translate to make more money and all of you guys are here because you want to make money. so The purpose of research is research everything then figure out the best way to package everything in the simplest way. Most clearest way most believable way possible. So we oversell and we over delivery in the case of dropshipping. Sometimes you can't over-deliver, but you can oversell and then from the profits then you can focus on over delivering but right now if you guys are just starting out just worry about overselling and learning the roles and what actually drives a sale and don't be afraid to break the rules because you need to break the rules. You just need to break the rules guiding principle is that there are no rules, okay? Break The Rules then learn to follow the rules The art of overselling is crafting a compelling message that's clear and believable. So you need to oversell but make it as compelling as possible. So relevant to what they're looking for that you determine from the research. And that you determine that these are real things that people are looking for that they will actually spend money to solve. And that the message is clear and believable. It's very similar to the the question of the sales analogy. So The question of sell me this pen right and people will be all over the place is not compelling at all because they didn't do the research and they don't know what people actually looking for and then the message is really diluted. It's not clear. It's not believable, right you want to figure out what people are actually looking for question it then figure out what they're looking for, then once you know what they're looking for then it's like yeah, this pen does everything. That you want it to do and if you just say like that's not believable, right? So yeah another way of saying it is. Yeah, this pen does everything you want it to here. Look let me show you I'll write on the paper look it does exactly this look look at the pen. Maybe, you know show them, so we're showing and not just telling and this is like an important part of of marketing that will go into as we dive into creatives. Okay, so something else you want to amplify pain you want to figure out what people are what's holding them back? Okay, what what their pains are what they're limiting beliefs are and then you want to create a perception of an easy solution. But you want to amplify that pain first because if the pain is an amplified then they won't be open to a solution or as open to a solution. Right. That's why problem solvers are a great product. Are great products to choose because it's real because I mean there's pain involved. There's a problem involved and you can really amplify that. right you use a product to make the solution achievable. Or use the product to make the solution appear achievable again. It's all about perception all about perception. And I'll show you guys some examples of careers when we get into Korea to show you how that perception is made. Okay, so here for more unaware audiences you need to. Really emphasize the benefits of the benefits and the pain of the pain so benefits weight loss. What's the benefit of losing weight? Maybe it's it's emotional. Maybe it's logical. If you lose weight, you'll feel great. For example, so feel great when you lose X pounds over experience of time. Okay. Have it a crappy example right here for more where audience you really don't need to emphasize. However, stay focused on the benefits. You can be super straightforward again all about presupposing. phrases and visuals like product research tool Frameworks systems calculators Right, so there's two methods of research. That I like to use. And then I'm applying This research framework here. So the method being Start with finding products to jumpstart your research. So you can just use the product research tool we have here and then from there brainstorm angles around the products and the easiest way it's just to search and see if other people are selling or advertising in a product and what kind of angles they're using there or you can start with brainstorming angles easiest ways to search and see what other people are selling and what angles they're using and what products they're selling. So very simple it's all about reverse engineering. Super simple, there's no. Secret to this. There's no secret to this. It's just this is the research framework. And then you have your fundamentals of psychology and copywriting and marketing. Which you could probably pull from like a field books just reading. Yeah, you just read a few books and learn it right away. And then most of your time once you understand the fundamentals is just researching and using this framework right here. and using these sources of research so YouTube Going on Google searching up Pro of X product X product versus why product reviewing X products? X product comparison best product for beginners YouTube watching Authority influencers reading the comments seeing the jargon seeing the close-up videos seeing the most replayed second parts of the video seeing where people are really emphasizing that they like in the comment. Oh seeing which parts of the veil they really like. Because our whole goal of the research is finding things that presuppose things are really relevant to the customer where they can come up with their own idea in their head. Okay, you can look at blogs. You can look at Amazon communities Facebook ads Library, which is my favorite. foreplay alley Hunter very self-explanatory places to look for these things. So if we go into an example of Facebook ads Library, so we go to Facebook ads Library how I can use it is I like to set the country to United States. ad Corey ad category to all and you just search phrases so you'd be like Relieve pain, you know, you can search up products keywords phrases. So relieve back pain and neck pain with acupuncture. So obviously this is a service based business. basically, what we're trying to pull out here is How they're persuading people to buy their product or service? Okay, I will go into the Frameworks here a bit so that you can kind of see a very clear example. but super simple Relief pain You know, let's go to another example. You know you look at Brands as well. See what kind of angles they're using or what kind of products they're using. So this the angle here is always growing longer lashes the appearance of longer lashes. So there's multiple products for that. There's eyebrow serum. There's falsies. There's could be at home extension maker stuff like that, right? so that gives you inspiration right off the bat there and then we're looking at the the criteria checklist that we had in the first video to make sure that these are products that we actually have a good chance of selling and selling for like a high average order value that has like a high perceived at like all the stuff that we had to check this. Right. So then if we get into the the ultimate goal of all this it's trying to get all the research. So that we can frame things. And figuring out what they want. seem and feel easy to achieve in the fastest time frame possible while avoiding all the limiting factors. You need to frame things in a way like always be framing things in a way that's relevant to them that simple that's clear that's believable. That sounds like a push button fix basically, so visual example before and afters are great example of that a great example of this embodied. And I can show you guys an example. So let's take a look at particle ads. Before and after do they talk about the product not really but they'll show you the benefits and the before and afters and if you have something like this and you can see the after result does it really matter? What the product is you just want the the result but you're gonna click on the ad with a general idea of what this ad is about then you're gonna learn about the product. Right. So we click on this ad this is how men can finally read their hands of dark spots and wrinkles. It's very congruent with the general idea that people are clicking on this ad for Right, and then it talks about the product and how it does that. Right and they're gonna really focus on the benefits and the pains. And trying to make it believable and hit off on every point in the most condensed way. possible Okay, no filler content at all. No, never have filler content. Everything has a purpose right? It's to either. increased motivation or reduce friction So increasing motivation could be by amplifying pain amplifying the the sense that they'll be able to achieve their desired results fast and easy and simple without like all the things that they hate to do. Yep. So this is a really good example before and afters. use case scenarios copywriting example be like find a winning product in one search without testing and guessing that could be a headline right marketing is all about presuppositions and creating perception. So for example, right here this presupposes something. 100% this kind of does not really too good. Like for example before and afters are really great examples. So we want to dig deep into the principle and the effect that that before and afters are doing they want to replicate that. Okay, like for example me showing you searching up brand like Brands and stuff. This is like something that that you could Implement if you were selling like a product research tool like you searching up products and then a bunch of products showing up very easy, very quick very simple. Very believable because we're actually showing it in use. Okay customers come up with the idea in their own head for example showing a product research tool in use it's just what I talked about. Okay, so if we're doing research around a drawstripper right possible products, we could sell product research tools mentorship course. What else? Mmm, I'll say these are like the main three compelling products right now. Desired results all you guys want to make more money? presuppose result having a winning product, right if you guys have a winning products, that means making more money. Presuppose result having winning at strategy. What does that mean? Make it more money. Okay pains. It could be too expensive some of you guys on a budget right now. It could be too confusing. Right business is confusing. Most of you guys are starting business for the first time you never run ads before I never found a winning product for every Market any sort of product for an ever sold anything before it could take too long. Right the time it takes way too long. You want things fast? Okay. So what of these tools are the most compelling? I mean, they're all pretty compelling things. I mean if we rate it. Probably probably a mentorship will be most compelling mentorship and product research tool. Maybe not a course. I mean, it just really depends on how you frame these things. Okay, because you can frame all these around these things right here as long as it sounds believable and it's clear and it's compelling. That's the most important thing. And it is priced correctly. So limiting beliefs that you guys may have can I trust this? Is this real? Is this a scam? So considering this you probably need to see in use you probably need to see other people using it. Okay, what's so different about? This product what's so different about this point researcher. What's so different about this mentorship? What's so different about this course? Right. So keeping that in mind. We need to I mean things like that. We have to keep in mind when we're creating our ad and writing our our copy and and marketing right we have to not only consider the desire results and the presupposed results and the core pains and the presuppose pains. We have to consider the limiting beliefs and Tackle those things as well. And the easiest way to tackle. Those things are through visuals through visuals. A lot of these things can be done through visuals. Because a lot of the times people will just try to sell by just writing and telling people certain things but like the but you want to show not not just tell. Okay. So research in a sense, it is really. Really simple just follow this framework. And then we'll get into the the creative side of things and I'll show you. How these this framework and the research is is broken down. but yeah, it's just very simple.
