A roofer describes his buyer as “busy homeowners who care ab…

A roofer describes his buyer as “busy homeowners who care about protecting their investment.” To check whether that description is sharp enough, he imagines handing it to someone else and asking them to name a specific headline, a search word, and someone to exclude because of it. What would most likely happen?

An appliance repair technician’s Buyer Card (his short writt…

An appliance repair technician’s Buyer Card (his short written profile of one specific buyer) lists the phrase a real customer used: “fridge stopped cooling.” He’s tempted to swap it for his own preferred phrase, “refrigerant system diagnostic.” Which version belongs in the Buyer Card’s words field, and why?

A carpet cleaner is deciding between two ways to describe hi…

A carpet cleaner is deciding between two ways to describe his buyer: (1) “People who care about a clean home,” or (2) “People whose dog just had an accident on the rug for the second time this week, with guests arriving Saturday.” Which one would actually change his headline and search words?