How to create your buyer persona in digital marketing

Everyone is talking about it, not everybody knows exactly what they are talking about. Obviously, this week’s topic is all about the buyer’s persona – the secret ingredient to a powerful marketing campaign.

A buyer persona is a fictional representation of your ideal customer. It’s like creating a character sketch of someone who would be the perfect fit for your product or service.

To create a buyer persona, you need to collect information about your target audience, such as their age, gender, interests, job title, and other demographics. You also need to understand their pain points, challenges, and goals.

Once you have all this information, you can use it to create a persona that represents your ideal customer. You can give this persona a name, a personality, and even a backstory. This will help you to better understand your target audience and create more effective marketing strategies that resonate with them.

When talking about buyer personas, it’s crucial to have a clear understanding of your target audience because it enables you to create focused and effective marketing campaigns. If you don’t know who you’re trying to reach, your messaging and content may not resonate with anyone, and you’ll likely waste time and resources on efforts that don’t generate results.

Let’s use the fashion industry as a reference point. A buyer persona example, in this case, would be young adults aged 20-25 studying in university.

Now, using this strong picture, we can create a message that speaks to the persona’s specific values, interests and lifestyle. 

In this example, we could appeal to the scholarly lifestyle or causes Uni students tend to rally behind.

And just like magic, you are now standing out from your competitors.

If you take the time to understand your buyer persona, you can tailor your messaging and marketing campaigns to their needs and preferences. This might involve creating content that speaks to their values and interests, using language and visuals that resonate with their lifestyle, or showcasing how your products or services can solve their specific problems. By doing so, you’re more likely to attract and engage your target audience and generate conversions that drive business growth.

So, whether you’re starting from scratch or need to refine your existing buyer persona, we’ve got you covered.

In this article, we’ll walk you through the steps to identify and understand your target audience, so you can tailor your messaging and offerings to their needs and preferences.

Let’s dive in, shall we?

example of buyer persona

What is exactly a buyer persona and why is it so important for your business?

This “buyer persona” in digital marketing is entirely fictional, but also entirely based on research.

To construct a buyer persona, you need research and data that provides insight into the needs, motivations, behaviours and demographics of your target audience.

These are some of the things you could focus on:

  • Age
  • Gender
  • Education level
  • Job title
  • Income
  • Family status
  • Hobbies
  • Interests
  • Values
  • Challenges
  • Goals

And as you create your persona, you’ll fully understand who you are selling to and the clearer the picture, the clearer the message. 

And the clearer the message, the better your campaign’s performance and your ability to sell based on your target audience’s pain points, desires and aspirations.

Recommended read: Performance Marketing 101: the new trend in marketing

Let’s use the University Student Buyer Persona example once again.

What’s more likely to sell? A generic programming course for a student, or a “beginner to advanced course in C# software development” tailored for university students aiming to ace their upcoming IT exams?

In addition, buyer personas can also help you make informed business decisions. For example, by understanding your ideal customer’s preferred communication channels, you can focus your marketing efforts on the platforms they’re most likely to use, rather than wasting time and resources on ineffective channels. 

Similarly, by knowing their budget constraints and decision-making process, you can adjust your pricing strategy and sales approach to better meet their needs and expectations.

Knowing your buyer’s persona is key, especially if you pride yourself on being a customer-centric business.

It’s understanding your audience on a deeper level to create a message that works against a generic business message – and ultimately, this guarantees business growth and customer loyalty.

5 ways to identify your buyer persona

Conduct market research

  • Identify your target audience.
  • Use surveys, interviews, and online analytics to collect data on their demographics, interests, pain points, and goals.
  • Analyse the data to find patterns and trends.
  • Tailor your marketing strategy to address your audience’s needs.
  • Monitor behaviour and adjust your strategy as needed.

Analyse your existing customers

  • Analyse your current customer base for commonalities in demographics, purchase history, and behaviour.
  • Use this information to create a buyer persona that reflects your ideal customer’s needs and preferences.

Use social media

  • Use Instagram and TikTok to learn about your audience.
  • Analyse your followers and engagement metrics for demographics, interests, and behaviour trends.

Check out your competitors

  • Study your competitors’ marketing strategies and messaging.
  • Identify their target audience and message.
  • Use this to refine your own messaging and offerings.

Use data analysis tools

  • Use Google Analytics to analyse website and content interactions.
  • Learn about behaviour and preferences.
  • Identify trends to inform your buyer persona.

How many buyer personas should you create?

The number of buyer personas you should create depends on your business and the complexity of your target audience. Ideally, you should create a separate buyer persona for each distinct group of customers that you’re targeting.

For example, if you are a software company selling a project management tool, there will be quite a long list of demographics you’ll be hitting! 

So one persona might become a small, independent freelancer with a small budget looking for a simple, affordable solution. One more persona might be a huge enterprise client requiring a scalable platform for a massive team.

Each of these personas will come with different needs, and the way you need to message them needs to be different since their pain points are totally different.

It’s important to create distinct content for each persona you have.

There’s also something you should definitely worry about: creating too many buyer personas.

That would dilute your message and spread your resources thin, which would be a killing blow to your performance – and as such, we like to only pick the two-three most important personas that capture as much diversity as possible within your target audience.

Not only this allows us to strike a balance, but it also keeps the message focused and highly effective.

In general, a good rule of thumb is to start with 2-3 buyer personas and adjust the number as you gain more insights into your audience and their behaviour. 

Obviously, if your marketing budget can allocate it, you could even start conversations with 5 or 6 buyer personas simultaneously.

How to use your buyer persona to create personalised sales and marketing strategies

Once you have created your buyer personas, it’s important to use them to create personalised sales and marketing strategies.

Here are some steps to get started:

1) Tailor your messaging: Use the insights from your buyer personas to create messaging that resonates with their unique needs and pain points. Ensure your messaging is consistent across all your marketing channels, including your website, social media, and email campaigns.

2) Segment your audience: Use your buyer personas to segment your audience based on their demographics, behaviour, and preferences. This allows you to create targeted campaigns that speak directly to each segment’s specific needs and interests.

3) Choose the right channels: Use your buyer personas to identify the channels where your target audience is most likely to be active. This can help you focus your marketing efforts on the channels that are most effective for reaching your audience.

4) Create personalised content: Use your buyer personas to create content that speaks directly to their needs and interests. This can include blog posts, videos, webinars, and other types of content that provide value and help them solve their problems.

Recommended read: How to design a high-performing content marketing strategy

By using your buyer personas to create personalised sales and marketing strategies, you can increase engagement, drive conversions, and ultimately boost your revenue.

At topflight Agency, we specialise in helping businesses optimise their online presence and increase direct bookings. We’re focused on delivering real, measurable results for our clients. Contact us today to learn how we can help you leverage your buyer personas to grow your business.

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