How to create e-commerce personas for lead conversion
Efficient online marketing is all about personalization. Businesses can advertise to the appropriate customer at the right time by analyzing and tracking customers' experiences and decision-making processes. However, If you market to every person, your message becomes diluted, and the campaign performance will not yield the expected results. To avoid such issues, creating eCommerce personas is an effective way to grow beyond a one-size-fits-all mechanism.
Instead of going after the mass market, you may engage your clients with reasoned rationale and appropriate content by establishing eCommerce buyer personas. Aside from it making your advertisement more impactful, it will ensure that your marketing spend is utilized on targeting the correct buyers that are more likely to become customers. Therefore, developing an e-commerce persona for your online store will be rewarding and beneficial.
In this comprehensive guide, you will learn how to create effective e-commerce personas from start to completion.
What is an e-commerce customer persona?
An e-commerce customer persona is a comprehensive profile of users who reflects your target audience. They are a fictional character who represents your ideal consumer rather than a natural person. A user persona usually depicts a group rather than a single person. For enterprises to understand the buying patterns, challenges faced, and goals of their customers, they must create a detailed persona of their target buyers.
The goal of a buyer persona is to develop something concrete to target. It challenges you to pause, assess your customers, and anticipate their next step. It enables you to build focused messages that guide your promotional activities and content marketing. Retailers need to understand their potential clients, regardless of how diverse they are, based on content or product segment.
Note: eCommerce personas are also known as buyer personas or customer personas.
Why are e-commerce customer personas important?
Trying to market to consumers you don't know about is one of the most time-consuming activities. To sell effectively, utilize methods to understand who you are speaking with, their context, and how your advertised product or service will benefit them. Although, this might be aggravating because it necessitates taking the time to get to know someone before attempting to offer your services.
One of the most important aspects of running a profitable e-commerce business is knowing your best consumer groups. These two basic questions contain the vital aspects of e-commerce advertising:
- Who are your target customers?
- Why do your target customers buy your services or products?
The first question in the audience-generated data above is necessary for Segmentation and targeting, while the second query helps identify user needs or wants. Therefore, utilizing e-commerce personas will help businesses profer answers to these questions.
What are the main components of e-commerce customer personas?
The most crucial thing to remember is that a customer/user persona is far more than just a collection of traits. Below are essential sections to include in your client or user profile:
Unique Name: Your users must have a unique name. While some marketers may use alliteration, such as "Customer Support Allen" or "Technical Analysts Mary, you can as well craft your client's name to suit your style.
Demographics-based information: For a business-to-customer (B2C) corporation or enterprise, collect accurate details of your user's job title, education level, household income, and location.
Background: Keep track of any appropriate behaviors or interests. For instance, gather detailed data about your consumers' preferred social media channels and go-to information sources and how much time they spend sourcing for new solutions?
Goals: These are the professional or personal goals that motivate your clients. Know which one is the most important and how they correlate to one another.
Challenges: Create a list of the roadblocks preventing your clients from attaining their objectives. These issues could relate to their employment, parents, marriage, age, e.t.c.
Major Objections: what is the possibility of a deal pulling through? Why do buyers reject your offers or your competitors' solutions? Which incentives aren't resonating with your audience? This way, the response will be guided by the messaging.
Sales Pitch: Using the insights above, most enterprises develop a three- or two-sales pitch for each persona. The approach is beneficial for onboarding new employees or team members.
Interests and Hobbies: Knowing what your customers do in their leisure time can help you develop new creatives. Will they choose to tweet their specific needs? Do they prefer to purchase in-store or online? Knowing this aspect will address the questions.
How to create a compelling e-commerce persona
Once you have an insight into the relevant information from your target audience, it's time to create the e-commerce persona. From the steps below, you will learn how to set up and make the personas work effectively in your online store, thereby aiding the overall business performance and profitability.
Create a Form or Survey to Obtain the Appropriate Information
Start by giving your persona a name and a short description.
Example: Jon is a 27-year-old professional who resides in a metropolitan area and works in the information technology sector. He is looking forward to establishing a crowdfunding service.
To obtain the initial description, an understanding of your customer base is essential. Start by creating forms or surveys to gain in-depth information about real people on your website. Through this medium, you will gather valuable data about your prospects or leads. Also, to obtain a more profound result, segment your potential customers into:
- Current Customers
Current customers are consumers who have made purchases on your website before. You must have their contact details, e.g., email addresses, on record so that you may give them surveys via email. Consider using a promo code to receive more bites.
- Website Visitors
Website visitors /users who haven't made a purchase are an essential resource. You can target them with incentive-based pop-ups at the top of the webpage using cookies. To arouse their interest, offer them an 8% discount if they accurately complete the survey or online questionnaire.
- Consumers within the target market
Ideal customers who haven't visited your website but are within the target market can also contribute helpful information. Using paid ads on social media networks like Instagram, you will likely reach most of these persons. For example, create a post with a direct link to the survey via your firm's Facebook page. By offering incentives, e.g., sweepstakes, and raffles, to users to click the link, e.g., you will get loads of customers to fill the survey.
Furthermore, consider the information you'll need to create customer profiles as you design the survey. Include psychographic and demographic information questions like:
- What is their marital status?
- What's their current age?
- Where do they reside at present?
- What is their total household income?
- How many children do they have? If yes, what's their gender?
- Have they obtained an academic degree?
- Where did they grow up?
- What's their dream profession?
Define your actual demographics
Demographic information aid in the creation of a complete image of your customer. What method will you use to collect this data? Use online surveys, in person, or by phone to conduct demographic-based questions. Search for descriptive terms or behaviors of your persona while you filter through the content.
Use Google Analytics to build an audience analysis if you have it deployed for your store. It will provide you with helpful information about your identity. When carrying out the research, make sure to include the following information:
- Job title, Work experience
- Industry, Location
- Gender, Interests
- Age, Relationship Status
- Income Bracket, Family Status
Understand their Mindset
Take it further by gaining a better knowledge of your customer's mindset. This persona aspect tends to focus on how users feel, the issues they're dealing with, and the answers they're looking to find. It's a crucial stage in the building of your persona, as it allows you to see how your enterprise can assist.
Profer answer to the following questions to the best of your ability:
- Why is it that this person refuses to accept our proposal?
- What do they want to achieve?
- What difficulties does this person face?
- How does the customer envisage their problem to resolve?
Set up Your Sales Team
By understanding your buyer's perspective, you can construct a list of potential objections to your service or product. It's an opportunity to refine your strategy and share it with the sales or marketing team to prepare them for such discussions.
Determine Your Customer's Journey
Each e-commerce user embarks on an adventure. They experience three stages: awareness, consideration, and conversion. Knowing your customer's experience can help you create copy, visuals, and offers to assist them in progress through each stage. Consider this your customer acquisition technique.
Pinpoint Your Triggers
A buying trigger usually prompts a buyer to begin shopping and complete a step in the purchasing process. It's the driving force behind their visit to your retail shop in the first instance. The buying triggers are in three primary forms; seasonal, external, and internal.
Seasonal buying triggers: are predictable events that have an impact on purchasing decisions. For instance, "It's spring; begin a new exercise routine in time for the holidays".
External buying triggers are events that occur outside of the customer's control. Maybe they need to make a schedule, a presentation, e.t.c.
Internal triggers: relate to customers' feelings, ideas, e.t.c. It's a combination of their anxieties, inconveniences, and frustrations, as well as their desires.
Create a Persona's Messaging
Modify your sales pitch with the consumer character in mind. Determine the ideal ways to explain your product to elicit a purchase, marketing your service at every customer touch point.
Note: Your work isn't complete once you've created your first buyer personas. They're constantly changing documents that must grow and adapt as your company, offerings, and customers evolve.
Keep collecting qualitative and qualitative customer data and incorporate it into the personas. Keep your team up to date by discussing your customer personas as a mutual objective and giving your marketing team the tools they need to develop relevant content along the route.
Learn more: eCommerce Customer Segmentation Strategy: How to Know Which Customers to Target
By creating e-commerce personas, you can translate valuable customer data into usable information in any e-commerce niche.