Marketing persona and buyer persona, what about? In reality, these two terms refer to the same concept. In marketing, it is simply the semi-real representation of your ideal customer profile. To develop this famous profile, there are not 36 solutions. You will need to rely on tangible data, such as studies and interviews. After this in-depth research, you will better understand their motivations and purchasing habits. But in concrete terms, how does this work in B to B? Stay with us to find out, and ask yourself the right questions!
1. Who really needs your product?
To choose a B2B target that will really consume your goods and services, develop your offers carefully! In fact, the error would be to offer a product "just like that" in the hope that customers come from themselves. Certainly curious could have fun consuming . But in the long term, it is not at all a viable strategy. What should you do instead? Understanding what you offer and how it will help your customers solve their problems.
Concretely, you will have to do so! Start by listing the main characteristics of your product. Thereafter, it will be necessary to highlight the advantages of each of them. automated data . The advantages? To start, you will reduce your operating costs. Then you will save precious time for carrying out your activities. Finally, the transition to automated services will provide you with a good return on investment .
Once you have drawn up this list, determine who are the people to whom these advantages will especially enjoy. In our example below, these will be overbooked companies that do not have time to search for a long time in their data. If you already want to find customers, Magileads already has an database for this.
2. How well do you know your current customers?
It's best to start with information you already know. In this case, turn to your current customers! Who are the people who already buy from you? Do they have anything in common?
You can get to know your customers in different ways. Speaking to your customers and conducting surveys, you can collect more information on them. Unfortunately, the information collected could be biased. To compensate for this, see rather on the side of your sales data, your CRM , etc.
But what's the point here? In fact, you will need to find things, such as similar characteristics and interests. Also, it will be necessary to see if their activities are linked in one way or another. Once you have compiled a list of similarities, you will then know which clients are the most profitable.
3. Who are your competitors?
Once you know who are your main customers, are interested in your competitors! Concretely, identify 3 to 5 of the biggest brands in your sector and determine their marketing persona .
For example, if you are an analytics program brand, are your rivals targeting small businesses in the financial industry? Are they targeting local service providers, like florists and hairdressers?
By identifying their target, you will be able to attack a different market. Eh yes ! You will be more likely to be successful by not targeting the same companies.
4. What matters most to your potential target?
After all these steps, do you think you have enough information to define your B2B ? Attention ! Even if it gives an overview of a potential market, you are still far from the end of the tunnel.
Now, you will need the psychographic data of your customers. In simple terms, this refers to the more personal characteristics of your target. They go further than simple demographic information and rather concern values or even corporate culture. . It is only in this way that you will boost your turnover.
Subsequently, you will be able to determine how your product will impact your customers' business or industry.
Were you able to collect all this information now? Alright ! So you are ready to create your persona marketing . On the other hand, if your database is obsolete, you can turn to our Magileads platform. Having experts in customer acquisition and loyalty based in France in our ranks, we already offer a database of 20,000,000 B to B customers. It's up to you to play now!
