So when you approach buyers, they shouldn’t go “Well, that’s just another marketing gimmick” but instead think “Wow, these guys got me!”This is precisely why your B2B e-commerce business can benefit from developing a buyer persona.
Creating Buyer PersonasBuyer personas help create effective messages, winning products, and compelling customer journeys.
The identification of a buyer persona not only lets you find customers but it will also help you identify and create collaterals so they find you.Let’s look at a step-by-step approach to creating buyer persons for your B2B e-commerce business.Step 1: Identify Questions to AskTo get started, you can start by asking these questions:Getting information: How do the consumers locate information that is required?Decision making: Who makes the final decisions?Challenges: What is preventing consumers from reaching their goals?Problem: What is the problem guiding their purchase decision and how does your product or service solve it?Who are they and what they like: What makes them happy and how do they finalize purchase decisions?These data points can be synchronized for creating synthesized portraits of your ideal customers; each customer segment shares psychographic, demographic, and behavioral traits.Your primary goal should be for your business to know its target audience inside and out.
Also, your buyer persona must clearly, precisely, and completely communicate to others how you can solve a problem they are facing with your product or service, how you can get them better or cheaper or quicker than your competitors, and what your unique selling proposition is.Step 2: Learn From CompetitionHave a look at competitor pages and try to gather as much information as possible on the people who leave feedback, comments, and testimonials on social media pages and blogs.
You can easily adopt a similar strategy by using tools like Quantcast, SimilarWeb, and Compete.com to gain and explore valuable insights into the kind of audience that is already visiting competitor stores and social media accounts.Step 3: Demographics and FirmographicsThis intricate aspect helps in transforming a profile into a person who can be trusted, respected, and admired.
This can help you focus your marketing efforts by gaining a complete understanding of your consumers.