In this live workshop session from the AI for Business event, Jax builds directly on the earlier "One Big Domino" talk to answer the next question: who exactly are you talking to? His core warning is blunt. When you market to everyone, you market to no one, and every dollar spent on the wrong audience is a dollar you never get back. He backs it up with a $20,000 Facebook lead ad campaign that chased cheap leads, generated thousands of them, and returned zero.

From there he walks the room through a four-step process for using AI to find and validate an ideal audience: feed the AI your positioning statement, build a detailed customer avatar, validate it against what real people are actually searching and saying, and package it all into a one-page audience cheat sheet. He runs it live in Claude using voice dictation, then shows how the same prompt spins up three distinct avatars, each with its own fears, desires, and scroll-stopping hook.

Timeline Summary

[0:01] – Why finding your ideal audience is the next step after your positioning statement and one big domino

[0:24] – The core truth: when you market to everyone, you market to no one

[1:23] – The $20,000 Facebook lead ad story that returned zero

[2:26] – Why 80% of businesses fail, starting with not knowing who they talk to

[3:02] – The validation tools coming up: Answer the Public, Reddit, and Google autocomplete

[3:51] – Why you want the market, not just you, to confirm who your audience is

[4:12] – The four steps, from telling AI about your business to a one-page cheat sheet

[4:35] – The copywriter who wrote an Oprah Magazine ad as if writing to her own mother

[6:23] – Where to find the prompts and slides for the session

[6:51] – Feeding your positioning statement into AI as a free marketing consultant

[7:41] – Running it live in Claude with WhisperFlow voice dictation

[9:40] – Asking AI for direct questions instead of multiple choice, to gut-check the audience

[11:14] – Answering the emotional pain points: being left behind, overwhelmed, and unsure where to focus

[13:27] – The avatar AI returns: the entrepreneur pioneer who built a business the old fashioned way

[14:09] – Demographics versus psychographics, and why the psychographics are the game changer

[15:19] – The prompt that generates three distinct avatars with names, fears, and scroll stoppers

[16:37] – The three avatars, each with a one-sentence hook, and why one message cannot serve them all

5 Key Takeaways

Market to Everyone, Reach No One — A broad message lands with nobody. The tighter you define who you serve, their fears, desires, and exact words, the more your marketing feels like it was written for one specific person.
The Wrong Audience Is Pure Waste — Cheap leads are worthless if they are the wrong people. A $20,000 campaign optimized for low cost per lead generated thousands of leads and zero revenue, because the audience and the message were both off.
Give AI Your Positioning First — AI cannot find your audience until it understands your business. Feed it your positioning statement, then let it ask clarifying questions, so the avatar it builds is grounded in what you actually do.
Psychographics Beat Demographics — Age, gender, and location are useful for targeting, but the fears, values, and frustrations are what let you write something that stops the scroll. That emotional layer is where real understanding lives.
Validate, Don't Assume — AI will happily agree with a wrong guess, so confirm your audience against reality. Answer the Public, Reddit, and Google autocomplete show you the actual words real people use when they search for what you offer.

Links & Resources

Answer the Public (audience and keyword validation tool) — https://answerthepublic.com
Reddit (forums where people discuss every subject, useful for audience research) — https://www.reddit.com
Claude (used live to build the audience avatars) — https://claude.ai
ChatGPT (alternative for the same prompts) — https://chatgpt.com
Gemini (alternative for the same prompts) — https://gemini.google.com
WhisperFlow (voice dictation tool the speaker uses to prompt AI) — https://wisprflow.ai
The AI for Business community and private Facebook group — https://www.facebook.com/groups/aiforbusinessowners/

Enjoyed This Episode?

Before you spend another dollar on ads, do the exercise from this session: write your positioning statement, hand it to Claude or ChatGPT, and let it build out the avatar of the one person you are actually trying to reach. Then go validate it against what real people are searching. Share this episode with someone who is burning budget on the wrong audience, and if it helped, hit subscribe and pass it along to a friend or colleague.