In Content Marketing, Demand Generation, Marketing and Sales Alignment, Marketing Automation

People don’t remember what you say, they remember how you made them feel. So all of your fancy acronyms and business speak is just a waste of time.

Enrich your marketing database with persona attributes for better targeting and segmentation.

Identifying your Buyer Personas are easy, it’s the WHO you are building products and solutions for.

Your Message Persona, that’s the touchy feely pieces you need to really connect with your buyer and ensure your message doesn’t fall on deaf ears.

Here’s a list of 40 questions to ask your target personas:

Demographics:

  • Who are you? What do you do outside of work? Family?
  • What’s your career background?
  • How long have you been at your current job?
  • What attracted you to your current job?
  • Do you work at company headquarters or other site?

Role in Buying Process:

  • What is your role in the organization?
  • What is your title? This is often different than your role.
  • What are your core responsibilities?
  • Who are you accountable to?
  • What does your team look like?

Personal Motivators:

  • What do you like most about your job?
  • What are your biggest challenges?
  • Explain your biggest opportunity in your current role.
  • What motivates you at work?
  • What defines success in your current role?
  • What are your least favorite things to do each day at work?
  • If you could eliminate 1 piece of your job, what would it be?
  • What would you do with the time you gained after eliminating other tasks?
  • How do you like to be acknowledged or rewarded?

Day-To-Day Life:

  • What does a typical day look like?
  • What 3 words would you use to describe your work environment?
  • What are your main obstacles?
  • What keeps you up at night?
  • Describe an awesome day.
  • Who and What are you dependent on to get your job done?
  • How are you viewed by your peers and others in your company?

Information Sources:

  • What is your preferred mode of communication?
  • Where do you go to get information when researching or challenged with an issue?
  • What kinds of content do you like to consume? i.e. blogs, whitepapers, videos, etc.
  • How important are peer forums or networks to you?
  • Is social media a main source of peer-to-peer engagement and sharing?

Role in Purchase Decision Making:

  • How do you research new products or solutions?
  • How would you describe the way your team/company buys new solutions?
  • What is involved in the purchase decision?
  • Of those involved, who has the most influence and why?
  • What criteria do you use to compare solutions and vendors?
  • What is the most important factor in a buying decision? i.e. price, service, product, partner, etc.
  • How do you prefer to interact with vendors?
  • What can vendors do to help you along the buying process?
  • Name 3 annoying things vendors/Sales people do.

To wrap, here’s an example of one way to take the answers above and create a single page profile to share with the rest of your team and Sales partners.

Sliceworks-Richard-RabilJr-PersonaProfile

Talk to people like people. Do you still speak to all of your buyers the same way in the same marketing channels? There’s a better way. A more data driven, customer oriented approach.

Start with your buying personas, interview for your message personas and stay tuned for how you apply your learnings to your house list to find your true goldmine.

ReachForce helps marketers increase revenue contribution by solving some of their toughest data management problems.  We understand the challenges of results-driven marketers and provide solutions to make initiatives like marketing automation, personalization and predictive marketing better.  Whether you have an acute pain to solve today or prefer to grow your capabilities over time, ReachForce can unify, clean and enrich prospect and customer lifecycle data in your business, and do it at your own pace.

To learn more about how ReachForce can help you optimize demand generation and your impact on revenue, check out our real-time web form enrichment demo, or request a free marketing data diagnostic. Get the power to let data drive marketing and higher performance.