I was doing some random web surfing this morning and found an interesting article on a blog called 'A Sales Guy'. It it was a letter form a customer. It said:
The truth is, you have no idea what my life is like. You may think you do, but you don’t–and you need to if you’re going to get my business.
When I'm working on developing a social media strategy for a client we spend a session or two on buyer personas. A buyer persona is a detailed profile of an imaginary individual who is representative of a group of customers possessing the same characteristics.
You're probably thinking, "Oh yes. That just a client profile, we have those." In actuality a buyer persona goes much deeper. It gets inside the buyer's head so that we know what her day is like, what drives her. We know what she's beingmeasured on when her annual performance revue comes. We know her top problems. etc.
When you now what her day is like, you can then speak to her in her language, on her terms, from her frame of reference.