Actors have to do in-depth character studies before they go on stage to portray a character. A Character Study is my version of an Ideal Customer Profile (ICP). Knowing your customer better than anyone else will make it easier to market to and attract the right customers. A character study goes way beyond defining a target market. It is about selecting the ideal client for your business and uncovering the emotional and logical reasons they buy so you can sell to them effectively.

In this lesson you will learn:

  • Why this is an often skipped exercise by salespeople but can increase sales dramatically and shorten sales cycles
  • Go through a unique version of this exercise, which involves creating various social media profiles for your ideal client
  • Answer difficult questions about your ideal client so you can understand them better than your competition
  • Identify the emotional and logical reasons your ideal client buys so you can create effective scripts that appeal to your customer’s buying needs
  • Assignment: Download the worksheet to complete your Ideal Customer Profile


Class Curriculum

  • Welcome!
  • Course Tutorial & Task List (5:50)
  • Join the Community
  • Complete Your Contact Details
  • Introduction (1:21)
  • What is a Character Study? (1:41)
  • Identifying Your Ideal Customer(s) and Decision Makers (2:33)
  • Character Study Exercise Instructions (1:46)
  • Audio & Slides
  • Notes (Fill-in-the-blank Note Taking Template)
  • Worksheet
  • Resource: List of Emotions
  • Quiz & Certificate of Completion
Wrap Up
  • Refer-a-Friend
  • What's next?

Hi! I'm Jess.  Here's why you should learn from me...

Hi! I'm Jess. Here's why you should learn from me...

I'm Jess Magoch (pronounced MaGOOCH), Virtual Sales Trainer and mom of two little superheroes. I have a Bachelor's from NYU, built a $40M sales team from scratch for a healthcare startup in corporate America and taught my sales courses at the University of Pennsylvania's EDSI EdTech Startup Accelerator, The Business of Doing Good, TechGirlz and am an Alumna and Philadelphia Ambassador to the Pipeline Angels, a bootcamp that teaches women how to angel invest and invests in women-led social enterprises.

I've sold and have taught how to sell to individuals, large corporations, small to medium sized businesses, startups, channel partners and brokers. Now, as the CEO & Founder of JPM Sales Partners, I show social entrepreneurs, with my proven sales methodology and interactive online training course, how to master their sales conversations so they get excited about selling again.
Most people don't dream of being in sales  (I certainly didn’t).

Most people don't dream of being in sales (I certainly didn’t).

It comes with baggage and preconceived notions. But let's face it, without sales you don't have a business. Sales is a process that I've come to love (and you will too). I've trained and taught hundreds of professionals. It's my 'sweet spot' to making an impact in the world. But in order to master sales, your process and your approach have to be as authentic as you are.

Now I know that learning the skill of selling means freedom. Freedom to start your own business, do what you love, and determine your own income. It breaks the glass ceiling and allows you to spend time with the people you love when you want to, travel where and whenever you want, and live life on your own terms. That's why my business is structured the way it is and why I do what I do for other people.
With a background in yoga and acting, I believe in the mind, body, soul approach to selling.

With a background in yoga and acting, I believe in the mind, body, soul approach to selling.

The mind is your mental toughness. The body (the how) is the physical, logical, strategic methodology. The soul is your inner game and state of being. When all three are combined, you can truly embody your on-purpose business with total freedom...and yes, I can teach you how.

I call it "Sales Training with a Spiritual Kick."

It’s the cherry in your Dr. Pepper. It’s the essence of something you can’t quite put your finger on, but is the essential ingredient that makes all the difference.

You can do this.

I can show you how.

"High Impact and Rare"

Jessica worked brilliantly with our EDSi fellows. She covered a wide range of critical information, including: asking our entrepreneurs to consider who the customer really is (as a person), how to build trust and relationships, and how to understand the customer's needs accurately. I think Jess' work was particularly useful because, while it touched the strategy and the financial model of each business, it stayed clearly on the sales (customer acquisition) side. Her feedback and insights were rich in context and given with empathy and understanding. It is clear to me from working with her that Jess has deep knowledge underneath her comments. We drew on that knowledge in a classroom setting, and I believe her contribution would also be immensely useful in 1:1 interaction.

-Leslie Mitts, CEO, University of Pennsylvania's Education Design Studio, Former Practice Director, Wharton Entrepreneurial Programs, & CEO of Phoenician Ventures.

"We came away with a plan that truly made sense for us and gave us confidence that we could attain our goal."

Jessica recently worked with us to establish a sales plan to meet our goals. As a startup, sales is particularly challenging due to many competing priorities and lack of formal training on the part of the senior team. After working with Jess for even a short period of time, we came away with a plan that truly made sense for us and gave us confidence that we could attain our goal. Jess helped us to identify areas where we needed to make changes to our process and where we could improve our messaging. She also helped us to figure out a system for measurement, which was important. I felt that she really understood our business, even after just working together for a short time. I highly recommend JPM Partners for anyone looking to get their arms around their sales goals and strategy!

- Jennifer Anderson, Co-Founder at Sustrana | Helping Companies Build Focused Sustainability Programs
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