Match Your Customer Perosna

meetingPersona-What does your prospect look like and what is their daily life like?

Helps you to discuss their thought process.

This persona will help you to feel empathy for your prospect and to build a connect with them.

In order to sell a product your first must bond with your prospect and the best way to do this is with a persona.

Full Definition of persona

1 a character assumed by an author in a written work
2 a plural personas
: an individual’s social facade or front that especially in the analytic psychology of C. G. Jung reflects the role in life the individual is playing — compare.

Discuss what’s of value to them To truly understand the thought process of your prospect you must live a day in her shoes. If you desire to sell hosting services to an IT Executive in a silicon valley? First, you must understand her pains, pleasures and the routine of her daily life. Maybe she has two children at home a mortgage and a three-hour commute to work and back each day.

When you try to connect with her by phone you try to build a rapport around her pains like the mortgage and the three-hour commute. Her pleasures are her family and vacation time or weekend sailing experiences in the San Francisco Bay.

Building that connection by knowing your prospects attributes is important. This is why you must always research the persona, attributes, and profiles before calling on the phone.

Know the prospect background and company profile. Know the basic facts with LinkedIn profiles company website page up when conversing.

Research Whois registry to find the decision maker name, phone number and email The registrant is the business owner look at the prospects website. *@domain name If the website has a search box type in owner Google wildcard website email is (* and hit search) use

If the website has a search box type in owner Google wildcard website email is (* and hit search) use address with wildcard.

Know the basic facts have the about website page up when conversing. Read annual report and newsletters and most of all understand the persona of your prospect before your first phone call.

About Tim Little

Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past
20 years. As an Internet Publisher and Entrepreneur, he has developed expertise in the field of strategic planning, direct market
advertising and analysis, direct mail marketing and is a specialist in developing unique and lucrative opportunities using direct response
marketing methods for business.

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