𝗧𝗵𝗲 𝗢𝗻𝗲 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻 𝗬𝗼𝘂𝗿 𝗔𝗜 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗼𝗿𝘀 𝗙𝗼𝗿𝗴𝗼𝘁 𝘁𝗼 𝗔𝘀𝗸

A copywriter asks AI to research customers shopping for home security systems.

He gets a polished report: demographics, buyer fears, purchase triggers, objections, and ten promising headlines.

His competitors receive much the same report.

Everyone begins writing about peace of mind, protecting loved ones, and sleeping soundly at night.

Then another copywriter does something old-fashioned: she calls ten customers who installed security systems.

One tells her they’d been putting off buying until a delivery driver mistakenly opened their front door. Another says the real problem wasn’t burglary. It was her elderly father leaving the house unnoticed.

Suddenly, the standard research looks thin.

Gary Gagliardi’s interpretation of Sun Tzu puts 𝗶𝗻𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻 𝗴𝗮𝘁𝗵𝗲𝗿𝗶𝗻𝗴 𝗮𝘁 𝘁𝗵𝗲 𝗰𝗲𝗻𝘁𝗲𝗿 𝗼𝗳 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗮𝗱𝘃𝗮𝗻𝘁𝗮𝗴𝗲. Your view of the situation depends on the information you collect. And some of the most valuable information comes through direct relationships with people.

AI can summarize what customers have already said online. It can organize familiar objections in seconds. But when competitors use the same superficial public information, they may inherit the same blind spots.

A customer interview can reveal an unexpected reason for buying, an objection absent from industry surveys, or words nobody uses in the advertising.

The advantage comes from asking questions your competitors haven’t asked.

Before writing your next sales letter, let AI prepare the research. Then talk to five buyers.

Pay special attention to answers that don’t fit the report.

Those are the places where an opening may be hiding.

RW

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