Last Updated on March 16, 2020 by Elevate Digital
Creating a customer avatar is one of the most powerful exercises you can do.
In fact, we’ve seen several businesses skyrocket their results just from gaining clarity on this one area.
But if you’re not sure how to start or to how to create a customer avatar for your business, fear not!
We’ve got you covered with this FREE video guide and downloable worksheet at the bottom of this article!
To market a product or service properly, the first thing you must always do is get clear on who your ideal customer is.
Not only WHO they are but also where they are hanging out, their behaviours, their challenges, fears, etc…
Getting clear on this avatar will impact virtually every aspect of your marketing and sales process including:
Content Marketing & SEO – What blog posts, videos, podcasts, Lead Magnets, etc. should you create to attract and convert your avatar?
Paid Traffic & PPC – Which ad platforms should you buy traffic from and what targeting options should you use?
Business Website & Copywriting – How should you describe your business in a way that isn’t bland and generic that compels your avatar to buy?
Email Marketing – Which avatar should receive a specific email marketing campaign?
And that’s just scratching the surface!
After all, it’s a person that buys our products and services. It pays to get clear on the characteristics of that person.
That way you can find and present them with a message that moves them to action.
What to think about when creating your customer avatar
There are 5 major components to the customer avatar. In some cases, you’ll need to survey or have conversations with existing customers. This will help you accurately flesh out your customer avatar.
In other cases, you’ll be intimately familiar with the characteristics of your ideal customer.
But either way, let’s jump in and take a look at each major section of the Customer Avatar Worksheet:
Goals and Values
We begin with the goals and values of your ideal customer as this is what you’ll need to align your product/service with.
Make note of the goals and values that are most relevant to the products and services you offer.
This will help you speak to a desired-end outcome and start painting a before-and-after grid for your customer that ultimately promises a transformation.
Sources of Information
This section of the Customer Avatar Worksheet is critical to determining the “where” of your customer avatar.
Identifying these sources will also help you work out the best places to advertise to get in front of your perfect customer.
BONUS TIP: Use the “But no one else would” trick when filling out this section of the worksheet. You’ll simply complete sentences like these…
✅My ideal customer would read [BOOK] but no one else would.
✅They would subscribe to [MAGAZINE] but no one else would.
✅If they had the chance, they would attend [CONFERENCE] but no one else would.
Are you getting the picture?
The idea is to find the niche books, magazines, blogs, conferences, gurus, etc. your ideal customer would be attracted to.
For example, if you are in the golf products market – you wouldn’t want to assign Tiger Woods as a guru.
I mean you could do, but it’s a little generic!
Tiger is someone that even non-golfers know about.
Instead, choosing a more niche golfer like Rory McElroy will allow you to hone in on your ideal customer – and exclude everyone else.
Also, when running a Facebook Ads Campaign, you’ll often be able to laser target your audience by focusing on these interests.
Applying demographic information will really help to bring your customer avatar to life.
BONUS TIP: Try writing out a favorite quote or phrase you think your customer avatar would often use. This can really help you get inside the head of your ideal customer and some of their core drivers
Demographic information like age, gender and location will give your customer avatar a look and feel.
This doesn’t mean you can only serve customers in a particular age group or demographic. It just helps to build a connection with potential customers in your marketing and see them as a human, not just a number.
Challenges & Pain Points
Understanding the challenges and pain points of your customer is critical for creating content that truly connects.
This will help you speak to the problems they are currently facing and show that you understand.
Objections and Roles
Why would your customer avatar choose NOT to buy your product or service?
These are called “objections” and they must be addressed in your marketing.
You must also determine your avatar’s role in the purchasing process, especially in B2B.
Are they the primary decision maker? Are they a decision influencer?
Understanding your ideal customers decision making process is paramount to the success of your marketing and sales campaigns.
Building multiple customer avatars
Start by building a single avatar. But don’t stop there. Once you get the hang of it, you’ll be churning out multiple avatars representing the different segments of your market.
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