Your Ecommerce Ideal Buyer Persona Form

An Ecommerce persona customer or user persona is a semi-fictional representation of your target customer based on demographic data. It’s a vivid cross section of your different types of customers—their unique motivations, pain points, psychographics, preferences, and backstories.

Name

Phone

Business & Industry

What is your mission statement - either personally or as a business?

What is your Vision Statement? (your long-term goal…)

Have you developed any objectives yet? Choose one for this persona. Your business objectives will help us help you to prioritize your audiences. So, instead of developing all your audiences at once, it leads us to the most important person to capture right now.

If you have marketing objectives, please list them here.

Your Key Persona: What is his/her/their name?

What is your Key Persona's gender indentity?

How old is your Key Persona?

What is your Key Persona's marital statues?

Does your Key Persona have children?

If your Key Persona has children, how many children and how old are they?

Where does your Key Persona live?

What is your Key Persona's industry?

What is your Key Persona's role within his/her/their industry?

What is your Key Persona's annual income?

What other demographic information can you provide about your Key Persona? i.e. Religion, Cultural Values, Ethnicity, Racial Background, etc. (While not mandatory information, the more you know the easier it is to target that person.)

Now that we know some basics about your Key Persona, can we zero in on some of his/her/their sources of information?

What is your Key Persona's favorite book right now?

What is your Key Persona's favorite magazine?

Who (if anyone) does your Key Persona follow online?

What professional organizations does your Key Persona belong to?

Who is your Key Persona's role model?

What else should we consider about your Key Persona?

In this section, let us get inside of your Key Persona’s head. What motivates him/her/them? Also, what discourages your Key Persona?

What challenges does your Key Persona face at work? What types of things could possibly interfere with your Key Persona becoming your next big client? For instance, does your Key Persona’s industry have positional changes frequently, which may hinder a sales process? How difficult is it to close a sale with your Key Persona? Are contract negotiations time-consuming? What about industry budgets? Are their manufacturing constraints, because of the COVID-19 Crisis? Whatever you think might get your Key Persona’s way, list it here.

What are some of the pain points that your Key Persona face at work? Which of these major category pain points are impacting your Key Persona, and could possibly hold him/her/them back from purchasing your products? (Financial, Time, Processes, and/or Support)

Financial Pain Points: Key Persona is currently spending too much money on technology solutions. Your Key Persona wants to reduce spending. Your Key Persona has a limited budget. Productivity Pain Points: Key Persona’s time is valuable. He/she/they feel(s) like it takes too much time to procure a technology solution. Or, perhaps they are wasting too much time with current technology products and they are ready for a change. Process Pain Points: Key Persona wants to improve internal processes. Support Pain Points: Key Persona does not have strong support for product changes or new ideas.

In this final section, let us discover how your Key Persona might react during a sales process. There are usually three reasons why someone might object to a sale: time, money, and/or authority.

Which of these would be the reason your Key Persona's would object to a sale?

Timing: Cool product, but we are not ready to run with that option yet… Money: The technology is great, but it is more than we are willing to spend… Authority: Wow! This is great, but my boss does not want us to in this direction…

In terms of the sales process, where does your Key Persona fit in, and who else in his/her/their network will you need to connect with to create a successful and efficient transaction?

No one else, your Key Persona works alone. Your Key Persona’s Administrative Assistant Your Key Persona’s Accounting Department Your Key Persona’s Engineering Team

Phew, that was a lot of information! You got it all on paper, and you now know a lot more about your Key Persona. Great Job! Can you almost see this person now? All of the answers you gave today, will help to inform your future marketing tactical choices. (Like do I need to invest in a Facebook page? Well, if your Key Persona is hanging out on Facebook, you may want to explore that space further.) At this point, you may use this information as is, or go one step further and create a profile for your Key Persona. A profile is just like it sounds; it is a mock-up biography of your Key Persona. If you choose to create this document, you will keep it with your marketing documents, and you would also circulate it to your sales team.

Your Ecommerce Ideal Buyer Persona Form

An Ecommerce persona customer or user persona is a semi-fictional representation of your target customer based on demographic data. It’s a vivid cross section of your different types of customers—their unique motivations, pain points, psychographics, preferences, and backstories.

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