Lesson 2 of our DIGITAL LECTURE SERIES on Persona Development for Marketing. In this lesson, I take you through each step of creating personas for your business and marketing strategies. This caps the first part of the 3V Model - identifying your 'Value Customer'. Ever create a persona for your marketing strategy? Drop your experience and thoughts to comments.

1. Persona Development Lesson 2: Developing Personas DIGITAL LECTURE SERIES

4. First off, a quick shout-out to Perry Ellis for outfitting me in this beautiful peak lapel suit for today’s lecture. Good looking-out Perry!

5. In today’s lesson, we run through how to take information gathered persona development to…

6. …create these Persona Reports that you can - and should! - share across your organization.

7. If you remember the Persona Development framework from the last class…

8. Demographic Consumer Market Psychographic Identifier Variables Geographic Business Market Market Size Persona Development Benefits Desired Application or Usage Situation Response Variables Behavioral Sensitivity to Marketing Mix Purchasing Behavior

9. These are the inputs you MUST gather in your research phase. Demographic Consumer Market Psychographic Identifier Variables Geographic Business Market Market Size Persona Development Benefits Desired Application or Usage Situation Response Variables Behavioral Sensitivity to Marketing Mix Purchasing Behavior

10. Specifically… Demographic Consumer Market Psychographic Identifier Variables Geographic Business Market Market Size Persona Development Benefits Desired Application or Usage Situation Response Variables Behavioral Sensitivity to Marketing Mix Purchasing Behavior

11. We gather information from three sources: Demographic Consumer Market Psychographic Identifier Variables Geographic Business Market Market Size Persona Development Benefits Desired Application or Usage Situation Response Variables Behavioral Sensitivity to Marketing Mix Purchasing Behavior

12. Three Sources of Information Internal Interviews (conducted with the company team) External Interviews (conducted with current and prospective customers) External Research (databases, market research sources)

13. After we gather our data, we organize it in a “Fact Pack”.

14. A “Fact Pack” looks like this.

15. Next we add up the inputs in the three categories.

16. We aim for a 70%/30% mix between (i) data and (ii) assumptions/critical unknowns.

17. In this example, we have 20 inputs of data and 10 inputs of assumptions and critical unknowns. This makes for a 67%/33% split. Close, but not there yet. Looks like we need more external research to validate/invalidate assumptions and/or answer some critical unknowns!

18. Once we get our desired 70%/30% split, we start putting together the Persona Report. This is where the magic happens!

19. To illustrate, let’s see an example created by Intern Chris for one of his class projects. He created a site called mountainbikingsandiego.com and developed a persona for it. So meet Bill!

21. The image is important for all functions of your business to empathize with the customer.

22. This is the persona narrative. It develops a back story to Bill and captures his demographic, geographic, psychographic, and behavioral traits.

23. Oh SNAP! Ha, I love doing that. This stands for Segment Needs And Performance. The dark blue columns exhibit how high the persona values an attribute and the lighter blue columns exhibit how your company is performing in meeting those needs. Looks like Intern Chris needs to shorten that “ease of use” gap PRONTO!

24. Is my hair in the way? Oh well. This lists Bill’s entry point to Intern Chris’s website. Good intel for SEO!

25. Our 2x2 matrix down here demonstrates BEHAVIORAL traits. What are Bill’s goals, influencers, questions he asks, and approach? If we know that, then we can generate a RESPONSE.

26. Finally, these are Bill’s frustrations and pain points. How we can alleviate them?

27. For those of you developing or redeveloping websites, the inputs from the Persona Reports can be used for Conversion Design. For instance…

28. …developing your Information Architecture…

29. …and the Plausible User Case Scenarios.

30. …but we’ll talk about that in the Conversion Design lecture series.

31. So that’s today’s lesson! In our next class, we’ll develop a value proposition tailored to your persona using Value Curves!

33. Follow the 70/30 rule to information organization.

34. Every section of the Persona Report counts! It reflects demographic, geographic, psychographic and behavioral traits.

35. or visit me on Twitter @eboostconsults