The most important part of your copy is not your headline, not your offer and certainly not your benefits. The most important part is your customer.

In the last few weeks, I’ve been critiquing some pretty good copy. Very well-written and compelling. But if the conversion rate is low (hence, the reason why I was hired to conduct a critique consultation), it’s because these salesletters do not target the right audience for the offer, or the author and the copy fail to connect with their readers.

Researching your customer in depth is vital to the success of your copy. It’s not only an important component of targeting and qualifying the best prospect for your offer, but also an effective way to discover new ideas, different angles, captivating storylines, unsought benefits, and appropriate length and language of your copy that will convert more.

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Some people have asked me quite a few questions in the comments section of my last article, “How to Write Carrot-Wielding Copy.” And some of these questions were immensely valuable.

I could have answered them within the comments section. But because I believe my answers might be helpful to a lot of people, and that the comments may be overlooked by many, instead I decided to do in a separate post.

Here it is:

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