You’ve certainly heard of buyer persona for B2B, haven’t you? This concept is fundamental for a company to be able to identify who its ideal customers are, what topics they are interested in, their position and many other relevant information that can help with its marketing or sales strategy.
That’s why knowing how to create a buyer persona for B2B is so important, after all, without knowing who your customers are, your company won’t know how to sell your products.
Therefore, in this article, we have prepared a complete step-by-step guide for your team to develop a buyer persona for B2B and boost your company’s results. Check out.
What is a B2B buyer persona?
First, before following the creation step by step, let’s understand what a B2B buyer persona is.
In general, we can say that the buyer persona is the combination of all the characteristics of your target audience into a fictional character, which aims to humanize your market research, CRM data, social networks and other platforms. With this, all this information is gathered in a single place, representing what would be the best customer expression that your company could hope for.
This information will be used so that the team can create the best actions and strategies to increase your company’s chances of success and conversion.
The B2B part means Business to Business and shows that this buyer persona will be used by a company that sells products and services to other companies, for example, an advertising agency is a B2B business.
How to develop B2B buyer persona?
Many companies have difficulty developing their ideal B2B buyer persona. Despite being a job that demands a lot of analysis, research and time, it is far from being an impossible activity to carry out.
So don’t worry, we’ll show you step by step the main steps and information that your buyer persona needs to have for your team to obtain the best results.
1- Define the essential information for your buyer persona
At first, you can gather basic information, such as gender, age, position. If your company only serves a certain geographic area, it is important to delimit this location, etc.
Then, you can move on to other information, such as interests, what you do in your free time, whether you have children, marital status, etc.
At first, this information may seem strange, but with this data, your marketing team can create relevant content that really interests these people, as well as develop ads and campaigns that will find exactly the buyer personas you need.
2- Do research
After defining the ideal characteristics that you will need to identify, it is time to carry out market research to understand the reality of your audience. This is a very important step, as many companies believe they know the ideal persona without carrying out an in-depth study with customers and end up having results that are very different from reality and are unable to perform as they would like.
To ensure that this information is as up-to-date as possible, you can create interest surveys, feedback forms, use tools such as Analytics to collect this information, etc.
With all this in hand, it’s time to put it down on paper and actually create the ideal B2B buyer persona.
3- Create your buyer persona
Now, you must fill in the information you collected in the first step, with the main answers from the surveys in our second step.
In other words, identify the average age of your customers, the gender of the people who buy the most, etc.
Finally, it is highly recommended that you give this persona a name and even a photo, so that they are as humanized as possible.
4- Develop your actions
After defining the information, it is time to start creating actions and campaigns based on this data. As we said previously, it is possible to use these features to create online ads on social networks or Google, develop relevant content on blogs, email marketing, etc.
5- Carry out constant analysis
It is important that these B2B buyer personas are always under analysis, to see if they still represent your ideal audience or if they need any changes, so continuing your research and monitoring is essential for the success of your strategies.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!