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Understanding What is a Buyer Persona in Marketing

Understanding What is a Buyer Persona in Marketing


Understanding what is a buyer persona in marketing is a critical step for the success of your content marketing, customer acquisition, and all your business efforts.  Without your buyer persona, it’s easy to lose track of whom your business is creating the content for.

“All effective go-to-market strategies are based on a deep and shared understanding of customers and how they buy. Personas are foundational to effective alignment across marketing, sales, and product teams.”

-Jay Gaines of AgentSync

That is why creating detailed and validated buyer personas helps you to engage your ideal customers, address their pain points, and tailor your marketing strategies to meet their specific needs. 

This article will explore what a buyer persona is, why it is important to create buyer personas, include particular elements, and provide examples for both B2B and B2C personas. 

What is a Buyer Persona in Marketing?

Buyer Persona Definition

Simply put, a buyer persona is a written representation of your ideal customer.

This written description typically includes pertinent details like their demographics, buying habits, pain points, and even desired solutions. Moreover, creating buyer personas involves combining qualitative and quantitative research to understand your customer base.

Marketers create buyer personas to connect with customers on a deeper level. Through this written guide, businesses will have a clearer picture of their ideal customer.

Furthermore, a buyer persona helps you understand your target audience’s needs, what motivates them to purchase, and what challenges they face.  With these insights, you can create marketing strategies that connect with your customers,  address their pain points, and guide them in making a purchase.

Ultimately, a buyer persona enables you to connect with your customers on a deeper level and build long-term relationships based on understanding what they need with your business.

Why Have a Buyer Persona in Marketing?

Armed with the definition of a buyer persona, you can easily identify the reasons why creating your buyer person is important for the business. In terms of marketing though, there are more specific reasons why you need to articulate your buyer persona.

For your Content Marketing

Having a buyer persona is important in content marketing because it helps you truly understand your target audience. 

“One size fits all messaging will not breakthrough the incredible amount of noise we are hit with. It is important to understand the unique challenges, interests, and desires of each persona and tailor your messaging to them.”

-Susan Beermann of ContentStack

Developing a detailed profile of your ideal customer allows you to tailor your content marketing strategies to meet the customer’s experience, specific needs, and buying preferences. This allows you to create compelling content that resonates with your audience and drives engagement. 

Even if you create great content, but if it doesn’t speak to any buyer persona, the chances are you won’t be speaking to anyone at all.  This highlights the point that with 

Having a buyer persona also helps you identify opportunities for growth and innovation, as you can pinpoint areas where your target audience may have unmet needs or pain points. Ultimately, having a buyer persona allows your content marketing to be more customer-centric.

For Customer Acquisition

To effectively acquire customers, you need to understand their wants and needs. This is where having a buyer persona becomes essential.

Knowing the unique characteristics of your target audience and even your existing customers allows you to tailor your content marketing strategies.

“It’s tempting to define a market as anyone and everyone. Personas help bring focus, allowing for more meaningful messaging and the right direction of money and effort in customer acquisition.

-Stan Sorensen of Altabank

With the right content based on the buyer persona creation, you educate potential customers. In some way, you answer objections and enlighten them to take action.

Whether it’s through personalized emails, targeted social media campaigns, or informative blog posts, creating content that speaks directly to your buyer persona will help you effectively acquire new customers.

With an understanding of the customer base’s pain points and desires, you position your products or services as the solution they’ve been searching for. Thus, this is how creating a buyer persona helps you acquire customers.

For Product Development

Understanding what a buyer persona is in marketing is crucial for successful product development. 

This helps you create products that align with your target audience’s needs and desires. By knowing who your ideal customer is, you can develop features and benefits that cater to their specific requirements. This increases the chances of success for your product in the market.

Furthermore, a buyer persona can provide you with the right insights into your product development process.  That’s because you always bear in mind that everything you develop in your product or service is meant to help potential customers.

What Should You Include in a Buyer Persona?

Creating a buyer persona involves plenty of research. In the research process, you’ll discover the minute details that make up a buyer persona.

While it’s true that you should include as many details as you can about your ideal buyer, marketers have  consistently included the following details in buyer persona creation:

Demographic Factors

Start by including basic demographic information such as age, gender, location, and occupation.  

You may even include common characteristics like in which marketing channels the potential customers hang out or their activities on the web. All these point to the fact that to create your buyer persona, you should include the fundamental customer information.

Buyer Personas Goals

Buyer personas have several goals that can benefit your marketing efforts.

To meet your buyer’s needs, you have to understand their aspirations, what would life be like after they avail of your products or services, and why are they conducting business with you in the first place. 

Once you discover the buyer personas’ goals, it becomes clearer for your business how you can help them. 

Buyer Personas Pain Points

Pain points are the specific problems, challenges, or frustrations that your customers face. Addressing them can help you position your product or service as the solution they need.

Here are some common pain points that you may want to consider when developing your buyer personas:

    • Time constraints
      Many customers struggle with finding the time to research and make informed purchasing decisions. You can answer questions like, “What took you so long to buy our products?” or “Why haven’t  you decided until now?”

    • Budget limitations
      Financial constraints are a common pain point for many customers. Discovering budget limitations can help you prepare a realistic price point for your product and service.  

    • Lack of knowledge 
      Some customers may feel overwhelmed or intimidated by complex or technical products. It’s best to know which content can help them.

    • Frustration with current solutions 
      Customers often seek alternatives to their current solutions because they are dissatisfied with their performance or functionality. You can capitalize on such pain points by understanding why such products have not met the customer’s satisfaction.

    • Lack of trust or credibility:
      Building trust and credibility is essential in marketing. Many customers may be hesitant to try new products or services. Thus, it’s best to identify why the customers doubt other solutions.

These are only some of the pain points you can include in creating your buyer persona. Nonetheless, this can be a great start to buyer persona creation. 

Buyer Personas Purchase Triggers

Buyer personas can be used to identify the purchase triggers that are most likely to drive your customers to make a purchase.

Purchase triggers are the factors that influence a customer’s decision to buy a product or service. Understanding these triggers can help you create marketing messages and offers that appeal to your customers and encourage them to take action.

Here are some common purchase triggers that you can consider when creating your buyer personas:

    • Price
      Some customers are motivated by getting a good deal or finding the lowest price. You can use this trigger by offering discounts, promotions, or special pricing options.

    • Quality
      Other customers prioritize quality and are willing to pay more for a product or service that meets their standards. Highlight the quality and value of your offerings to appeal to these customers.

    • Convenience 
      Convenience is a major purchase trigger for many customers. If your product or service can save them time or make their lives easier, emphasize these benefits in your marketing messages.

    • Social proof 
      Many customers are influenced by what others think or do. Incorporate social proof, such as customer testimonials or reviews, to build trust and encourage potential buyers to make a purchase.

    • Urgency 
      Creating a sense of urgency can be a powerful purchase trigger. Limited-time offers, countdown timers, or limited stock availability can motivate customers to take action quickly.

Purchase triggers require thorough research and real data to understand what makes a customer finally hit that purchase button.  However, once you have identified the customers’ mental triggers, your buyer persona becomes even more helpful for your content marketing efforts. 

What are Buyer Persona Examples?

Using the details in our buyer persona creation guide above,  you probably now have some personas in mind. To illustrate, we prepare a simple example for your reference:

Business-to-business (B2B) Buyer Persona Example

When it comes to business-to-business (B2B) buyer personas, it’s important to remember that your customers are not just businesses, but individuals within those organizations.

Here is an example of a B2B buyer persona created by a SaaS company that offers accounting software:

  • Job title: Chief Marketing Officer
  • Industry: Technology
  • Company size: Mid-sized enterprise
  • Goals: streamline and automate accounting throughout the company, automate payroll
  • Pain Points: Limited budget, long learning curve, and no time in using new software, no team member specializes in accounting
  • Purchase Trigger: seeking automated help in accounting activities, price point and payment options, customer aftercare

Business-to-consumer (B2C) Buyer Persona Example

When it comes to business-to-consumer (B2C) marketing, creating a buyer persona is just as important.

Here’s an example of a B2C buyer persona for a business that is selling subscription-based software to help people track and budget their finances:

  • Targeted job titles: Rank and file employees; employees just recently hired
  • Industry: Finance, Technology
  • Location: Living in urban and major city centers
  • Goals: Want to keep track of their expenses (taxes, bills, mortgage, etc); need a vivid representation of their budget 
  • Pain Points: Find it difficult to budget within their income; too busy to think about expenses; spend a lot without thinking about their budget
  • Purchase Trigger: discounted price for a limited time; friendly price point for a monthly subscription; social proof from existing customers

Whether you are preparing a buyer persona for a B2B or B2C, it’s clear that you have to include the most important details. Buyer persona building keeps you in check with the reality of your target customers.


Understanding what a buyer persona is in marketing is crucial for your content marketing, customer acquisition, and product development strategies. 

By including demographic factors, goals, pain points, and purchase triggers in your buyer persona, you can better tailor your content marketing efforts to meet the needs of your target audience.

When you create detailed buyer personas, you connect with your customers and drive business growth. 

Dwayne Jacksons

Meet Dwayne Jacksons. He is a seasoned writer for various industries and niches. He is passionate about content marketing and startups.
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