What is a Persona and why is it useful, Mark Connolly, Marketing Mavens

1. Understanding Your Customer With Buyer Personas
Mark Connolly

2. Overview
•Introduction to Mark Connolly and MarketingMavens
•Understanding Your Customer
•What Are Buyer Personas?
•What Are Negative Personas?
•How Can You Use Personas?
•How Do You Create Personas?

3. Mark Connolly
•Chartered and Inbound Marketer
•Business Owner of Digital Marketing Agency – MarketingMavens
•Tutor for Chartered Institute of Marketing (CIM)
•Marketing Communications
•Digital Marketing
•Author of a book on Digital Marketing Strategy
•Website – www.marketingmavens.co.uk
•Contact – mark@marketingmavens.co.uk
Who am I?
•MarketingMavens is for marketing managers and business owners who are tired of spending a lot of money on campaigns that can’t be measured and don’t deliver results.
•We take a holistic approach and put together integrated inbound strategies and campaigns that will drive visitors to your website and convert those visitors into leads.
Some of my ‘Tech’ Clients:

5. Importance of Understanding Your Customers
•It is key to making money and providing a great customer service
•You need to be attentive to their needs
•Put yourself in your customers' shoes
•Using data to understand your customers
–CRM/Customer Database
•Ask your customers what they think - Survey

6. Target Audience

7. What Are Buyer Personas?
•Personas are a common marketing and design tactic that helps you to focus on your marketing
•They are character sketches of individual audience members that define who the website, product or service is for.
•Personas help marketers visualise their audience and better understand their needs
•Personas are defined as archetypal users that represent the needs, goals, values, and behaviours of larger groups.
•Personas bring users to life by giving them names, personalities, and faces.

8. What Are Negative Personas?
Whereas a buyer persona is a representation of an ideal customer, a negative -- or “exclusionary” -- persona is a representation of who you don’t want as a customer.

10. •IKEA
•Blackcircles
•Dulux
Examples of Buyer Personas

11. How developing a persona is helpful?
Understanding the needs of your audience is critical to the success of marketing!
•Personas will help you to identify and communicate their needs efficiently and effectively.
•It helps with messaging and campaign development
•Personas help to move you away from what the marketing team wants and towards what the persona wants.

12. How Can You Use Personas?
•Personas allow you to personalise the message
•Target your marketing for different segments of your audience.
–For example, instead of sending the same lead nurturing emails to everyone in your database, you can segment by buyer persona and tailor your messaging according to what you know about those different personas.

13. How Can You Use Personas?
•They can help you improve your marketing overall
•You will understand what type of mediums/channels they use
•When combined with lifecycle stage (i.e. how far along someone is in your sales cycle), buyer personas also allow you to map out and create highly targeted content.

14. How Do You Create Buyer Personas?
Buyer personas are created through research, surveys, and interviews of your target audience. That includes a mix of customers, prospects and those outside of your contact database who might align with your target audience. Here are some practical methods for gathering the information you need to develop personas:
•Interview customers either in person or over the phone to discover what they like about your product or service.

16. Persona Questions to Ask Yourself
•What is their demographic information?
•What is their age?
•Where do they live?
•What industry do they work?
•What is their job level/senority?
•What does a day in their life look like?
•What are their pains/issues?
•What do they value?
•What are their goals?
•Where do they seek their information/data?
•What are their most common objections to your product/service?

17. Sample Sally
•Head of Human Resources
•Worked at the same company for 10 years; worked her way up from HR Associate
•Married with 2 children (10 and 8)
•Majority female
•Age 30-45
•Dual HH Income: £100,000
•Suburban
•Calm demeanor
•Probably has an assistant screening calls
•Asks to receive collateral mailed/printed
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18. Sample Sally
•Keep employees happy and turnover low
•Support legal and finance teams
•Getting everything done with a small staff
•Rolling out changes to the entire company
•Make it easy to manage all employee data in one place
•Integrate with legal and finance teams’ systems
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19. Sample Sally
•“It’s been difficult getting company-wide adoption of new technologies in the past.”
•“I don’t have time to train new employees on a million different databases and platforms.”
•“I’ve had to deal with so many painful integrations with other departments’ databases and software.”
•I’m worried I’ll lose data transitioning to a new system.
•I don’t want to have to train the entire company on how to use a new system.
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20. Sample Sally
•Integrated HR Database Management
•We give you an intuitive database that integrates with your existing software and platforms, and lifetime training to help new employees get up to speed quickly.
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21. Continual Persona Research
•Look through your contacts database to uncover trends about how certain leads or customers find and consume your content.
•When creating forms to use on your website, use form fields that capture important persona information.
–Company size
–Social media accounts
–Where did you hear from us?
•Take into consideration your sales team's feedback on the leads they are interacting with most.

22. Thank You Any questions?