Developing Online Buyer Personas
March 2013
Most businesses operate in…
• Fluid environment• Constantly evolving process..
Are we connecting ? Is our message?
Right Place! Right Time! Right Context!
Deeper the dive..• More attention to detail• Stakes getting higher.
Two Questions.• Who is your ideal
customer?
And
• What information are they looking for?
Help these prospects have me surrounded!
Where, When, Who, Why
How do Prospects find me online?
• What words are they typing to find me!
Do they stay long when they arrive.• Does my website make them feel welcome!
What do they do on my site ?
• Where do they go?
How do I find out?• Observe
What about asking them…• Consult..
I know you know
Where’s the sweet spot!
• It could be
WONGA!
Perhaps……• It the numbers that matter
I might even be …
Job security…
Which in Turn affects…. • Purchase behaviour.
Buyers like these need…..
How is the decision made…..• Are we connecting with the right people?
Who has ultimate…• Authority!
Who controls ….• Purse strings
How long will it take…• To get a decision!
How many people..• Are involved..
In final decision
What info do they need…• To get the Light switch on.
Don’t forget.• Digital Footprint..
How many?• Website Visits.
How many?
• What information are they looking for!
What pages were visited…• Pricing page =
Other pages….• Careers page =
Can you recognise….
Team effort results in..
• Touchdown = Closing the sale!