A B2B buyer persona focuses on the key buyer or main decision maker of your product or service.<\/p>\n
This could be the CEO, procurement manager, sales manager, etc<\/p>\n
![\"Image](\"https:\/\/www.dreamfactoryagency.com\/blog\/wp-content\/uploads\/2020\/08\/How-to-create-a-B2B-Buyer-Persona-03.png\")
<\/p>\n
How To Create A B2B Buyer Persona<\/h2>\n\n- \n
Identify Your Best Clients<\/h4>\n<\/li>\n<\/ol>\n
The easiest place to start creating a buyer persona is from your customer database.<\/p>\n
Think about your best clients.<\/p>\n
The ones that were easiest to sell to. The ones that have become return clients. The ones that pay your fees with little to no hassle.<\/p>\n
What do they have in common?<\/p>\n
What problem are you solving for them?<\/p>\n
By answering these questions, you start to build up your B2B buyer persona.<\/p>\n
If you do not have existing clients, ask yourself, what industries and organizations are a good fit for the products or services I offer?<\/p>\n
Pro Tip<\/h4>\n
Once you have a good idea of who your potential buyers might be, you can start researching them online.<\/p>\n
LinkedIn provides an in depth look at various companies and industries. It has also proved to be a great success to connect with decision makers from across the world.<\/p>\n
By looking at their profiles, you can learn more about them, their motivations, challenges and day to day problems.<\/p>\n
2. Identify Key Information<\/h4>\n
To better understand your ideal clients, you will need to think about their lifestyle, motivations, challenges and goals<\/p>\n
Some of the key Information we look at are;<\/p>\n
\n- Demographics: What is their age, location, and company\/industry?<\/li>\n
- Career:\u00a0<\/strong>How long have they been working in the industry, what is their buying power, and what needs to happen in order to make buying decisions?<\/li>\n
- Lifestyle: What are their major work responsibilities and activities?<\/li>\n
- Media: Where do they go for trusted sources of information and networking: conferences, forums, and\/or business social media?<\/li>\n
- Motivations\/Objectives\/Goals: What drives their buying decisions, and what business goals do they have?<\/li>\n
- Brands: What brands or products do they use already at their company? What do they like\/dislike about those products?<\/li>\n
- Pain Points\/Frustrations\/Challenges: What problems do they have that they need help solving? What challenges do they have trying to meet their business goals\/objectives?<\/li>\n
- Objections: \u00a0What are frustrations they\u2019ve had with related products or services (or with yours)?<\/li>\n<\/ul>\n
![\"web](\"https:\/\/sargeclan.com\/our-blog\/wp-content\/uploads\/2020\/09\/web-design-company-nigeria.png\")
<\/a><\/p>\n3. Identity Pain Points and Challenges<\/h4>\n
Why do your customers pay for your products and services?<\/p>\n
What makes them come back to you even though you prices might be higher than your competitors.<\/p>\n
Identify why they patronize you and use that to optimize your sales.<\/p>\n
It is also important to note your customer\u2019s challenges.<\/p>\n
What are the obstacles stopping them from reaching their goals?<\/p>\n
We saw this with one of our clients, Travel Trybes<\/a>.<\/p>\nThey saw that most businesses did not have time to organize travel arrangements for their staff for work or vacation so they set out to be the travel departments of organizations in Nigeria.<\/p>\n
Here is a sales pitch we designed for them<\/a> to that effect.<\/p>\n4. Decision Criteria<\/h4>\n
What factors do your customers consider before purchasing from you?<\/p>\n
This means identifying the solutions you can provide and delivering it in a way that best speaks to your customers.<\/p>\n
Do previous clients usually have an issue with your prices?<\/p>\n
Can you provide a payment plan that will be suitable for your clients?<\/p>\n
You will need to think through things that might stop them from buying from your brand even though you might be a perfect fit for their business.<\/p>\n
In this digital age where customers, whether in B2C or B2B, are constantly bombarded with content and advertisements, businesses need to find a way to stand out from the crowd.<\/p>\n
By using buyer personas, your marketing team can craft messages and content that will capture your audience\u2019s attention and convert them into buyers.<\/p>\n
Identify Your Best Clients<\/h4>\n<\/li>\n<\/ol>\n
The easiest place to start creating a buyer persona is from your customer database.<\/p>\n
Think about your best clients.<\/p>\n
The ones that were easiest to sell to. The ones that have become return clients. The ones that pay your fees with little to no hassle.<\/p>\n
What do they have in common?<\/p>\n
What problem are you solving for them?<\/p>\n
By answering these questions, you start to build up your B2B buyer persona.<\/p>\n
If you do not have existing clients, ask yourself, what industries and organizations are a good fit for the products or services I offer?<\/p>\n
Pro Tip<\/h4>\n
Once you have a good idea of who your potential buyers might be, you can start researching them online.<\/p>\n
LinkedIn provides an in depth look at various companies and industries. It has also proved to be a great success to connect with decision makers from across the world.<\/p>\n
By looking at their profiles, you can learn more about them, their motivations, challenges and day to day problems.<\/p>\n
2. Identify Key Information<\/h4>\n
To better understand your ideal clients, you will need to think about their lifestyle, motivations, challenges and goals<\/p>\n
Some of the key Information we look at are;<\/p>\n
- \n
- Demographics: What is their age, location, and company\/industry?<\/li>\n
- Career:\u00a0<\/strong>How long have they been working in the industry, what is their buying power, and what needs to happen in order to make buying decisions?<\/li>\n
- Lifestyle: What are their major work responsibilities and activities?<\/li>\n
- Media: Where do they go for trusted sources of information and networking: conferences, forums, and\/or business social media?<\/li>\n
- Motivations\/Objectives\/Goals: What drives their buying decisions, and what business goals do they have?<\/li>\n
- Brands: What brands or products do they use already at their company? What do they like\/dislike about those products?<\/li>\n
- Pain Points\/Frustrations\/Challenges: What problems do they have that they need help solving? What challenges do they have trying to meet their business goals\/objectives?<\/li>\n
- Objections: \u00a0What are frustrations they\u2019ve had with related products or services (or with yours)?<\/li>\n<\/ul>\n
<\/a><\/p>\n3. Identity Pain Points and Challenges<\/h4>\n
Why do your customers pay for your products and services?<\/p>\n
What makes them come back to you even though you prices might be higher than your competitors.<\/p>\n
Identify why they patronize you and use that to optimize your sales.<\/p>\n
It is also important to note your customer\u2019s challenges.<\/p>\n
What are the obstacles stopping them from reaching their goals?<\/p>\n
We saw this with one of our clients, Travel Trybes<\/a>.<\/p>\n
They saw that most businesses did not have time to organize travel arrangements for their staff for work or vacation so they set out to be the travel departments of organizations in Nigeria.<\/p>\n
Here is a sales pitch we designed for them<\/a> to that effect.<\/p>\n
4. Decision Criteria<\/h4>\n
What factors do your customers consider before purchasing from you?<\/p>\n
This means identifying the solutions you can provide and delivering it in a way that best speaks to your customers.<\/p>\n
Do previous clients usually have an issue with your prices?<\/p>\n
Can you provide a payment plan that will be suitable for your clients?<\/p>\n
You will need to think through things that might stop them from buying from your brand even though you might be a perfect fit for their business.<\/p>\n
In this digital age where customers, whether in B2C or B2B, are constantly bombarded with content and advertisements, businesses need to find a way to stand out from the crowd.<\/p>\n
By using buyer personas, your marketing team can craft messages and content that will capture your audience\u2019s attention and convert them into buyers.<\/p>\n