Inbound & Digital Marketing Blog

How To Get Prospects To Listen To Your Marketing

February 18, 2015, Kami Valdez


Do you know your clients? Really know your clients? Do you understand what puts them over the moon and what keeps them up at night? Are you listening? Or are you so busy talking about you, that you know nothing about them?

Here’s the truth. No one cares about you. People are only interested in themselves. The only way to get someone to pay attention to you is if you are talking about what interests them!

Knowing your audience is essential for inbound marketing success. Every individual prospect will be different, but there are things they have in common, and you can use these commonalities to create marketing personas that will make your prospects think you are talking directly to them, about them.

Marketing personas should represent your best clients. They give guidance for molding your future products or services. They help with the decision making process of your marketing strategies. They direct your sales and marketing teams in knowing what to say.

Here's a simple three-step guide to help you create a marketing persona:

  1. Identify your ideal client(s). You need to gather the basic facts about them like: What's the size of their company? What industry are they in? Are they a new startup or an established business? Where are they located? Questions like these will help you define who they are.
  2. Know what they like. Identify the things that they actually buy and use or how they spend their money. Based on these facts, you will know what and if they are willing to pay for your products or services.
  3. Find out their drivers. What desired result are they seeking? What problems do they need to have solved? Knowing the answers to these questions will help you understand the wants and needs of your ideal clients so you can speak their language.

These are just a few basic things to remember when creating your marketing personas. Spend some time getting to know your ideal clients better, and you will discover your best prospects will hang on your every word.

If you need some help creating the perfect marketing persona for your business, download our Precise Prospect Profile Worksheet. Or you can always give us a call.

Precise Prospect Profile Kit

Topics: Lead Generation, Small Business Marketing, Inbound Marketing, Content Marketing