customer model

In one of the last entrepreneur videos you mentioned making a model for your customer with the result being that they buy what you have to offer. I am having a hard time doing this. Can you give an example of how to do a model for someone besides yourself? I have that my customer signs up for my monthly service but is that the result or the action. For the thought it would have to be that what I am offering is valuable to them. Is the circumstance that they see my add? Thanks for the clarification!