MARKET AConstructionCompany Online

HOW TO

Start by asking questions...

YOU MUST KNOW WHO YOU'RE MARKETING TO

Before you can market...

That's why we askquestions about ourbuyers.

Then we create "buyerpersonas."

"A buyer persona is asemi-fictionalrepresentation of yourideal customer based onmarket research and realdata about your existingcustomers." -HubSpot

1. Education

2. Employment

3. Personal Life

4. Feelings

5. Business

1. Education

1. High school? College? Graduate program?2. Where did he attend school? Rural, suburban,urban?3. What did he major in?4. Math? Science? Business? Liberal arts?

2. Employment

1. What is his current job?2. What is his current salary?3. Does he enjoy his job?4. What challenges does he face?5. Is he searching for help with his challenges?

3. Personal Life

1. Is he single? Married? Have a family?2. Does he live in a large city? Urban or rural?3. Is he tech-savvy?4. Does he spend time online?5. Does he spend time on social media? Whichsites?6. What does he do in his off-time?

1. Introvert & extrovert?2. Right-brained or left?3. Shy or outgoing?4. Optimistic or pessimistic?5. Play it safe or risk-taker?6. Spontaneous or planner?

4. Feelings

5. Business

1. What draws him to your service/product?2. What turns him away?3. Does your product/service solve something?4. How long is your sales cycle?5. Why is your competitor selling to him andnot you?

If you can answerthose questions....

Then you knowyour market.

REALLYREALLYWELL!

The more you know...

The better youcommunicate.

The better youcommunicate...

The better you sell.

So...

Do you know yourbuyers?

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