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A Comprehensive Guide to Creating and Using Buyer Personas for Better Marketing Strategies

Understand your target audience and improve your marketing strategies by developing accurate buyer personas

Every ecommerce marketing guide will tell you that it’s important to understand your target audience and that the best way of doing this is developing buyer personas. Buyer personas are detailed representations of your ideal customers, based on real data and insights. By creating buyer personas, you can gain a deeper understanding of your target audience's needs, interests, behaviors, and pain points, and use this knowledge to tailor your marketing efforts to their preferences. In this blog post, we'll explore the importance of creating buyer personas for effective marketing and provide practical tips for developing personas that can help drive your business success.

Everything About Target Buyer Personas

What are Buyer Personas?

When it comes to marketing, one size doesn't fit all. Each business has a unique audience with specific needs, preferences, and pain points. That's where buyer personas come in. Buyer personas are semi-fictional representations of your ideal customers based on data and research. They help you understand your target audience on a deeper level, including their motivations, challenges, and goals.

Why are Buyer Personas Important?

Why are buyer personas so important? Well, understanding your target audience is crucial for creating effective marketing strategies. By knowing who your ideal customers are, you can tailor your messaging, content, and offers to resonate with their needs and desires. This not only helps you attract more qualified leads but also nurtures them through the buying journey, leading to higher conversions and customer loyalty.

Creating accurate buyer personas requires a deep understanding of your target audience, including their demographics, behaviors, and psychographics. By analyzing data from sources such as customer surveys, social media analytics, and website analytics, you can uncover insights that inform your persona development. The more detailed and specific your personas are, the more effective your marketing strategies will be.

What is the Primary Objective of a Buyer Persona?

The objective of creating a buyer persona is to structure your information in a manner that brings your customers to life, enabling your team to comprehend their decision-making process, sympathize with their challenges, and provide appropriate solutions.

What Makes a Good Buyer Persona?

To create an effective buyer persona, it's crucial to gather extensive information about the audience you want to attract with your products or services. This information should include demographics, such as age, job title, and purchasing power, as well as location, goals, preferred channels of communication, and factors influencing their choice of provider. Additionally, understanding their pain points, existing preferences, and basic needs will help create a buyer persona that accurately represents your ideal customer. By gathering this data, you can craft a comprehensive and authentic buyer persona that reflects the needs of your target audience.

How Many Buyer Personas Do I Need?

While going through this exercise, you may think, “what is the ideal number of personas?” Some guides will say you should have a couple buyer personas but it’s best not to decide ahead of time as the data from the interviews and research will determine how many buyer personas you have at any given time. Larger companies will have more buyer persona archetypes than smaller companies, and the wider your product offering, the more buyer personas you will have as well. If you only serve up one product in a very niche product category, you could very well only have one buyer persona - of course then you should be thinking about how you can market your product differently to reach new audience sectors and expand your target market.

How Long Do Personas Last?

Persona development and user research is something that you should be doing on a ongoing basis, this is because your personas can change. Several of our clients came to us and thought they had a good idea of who their target buyer personas were because it was who had bought from them when they first started. However, as brands grow and product offerings change, so do the audiences. If you do not refresh your personas, you may make the mistake of creating ads and marketing content that does not speak to your current audience and will therefore be ineffective. UX and UI research should be ongoing, even for small companies. If you do not have the resources to do it on your own, it should be something your agency does for you (if they are not lazy) because their ads should be targeting your target buyer so if they don’t have this information accurate and up to date, then who are they targeting your ads towards and where is your money going?

What Common Mistakes are Made when Creating Buyer Personas?

Creating buyer personas can be considered a waste of time if you do not do it correctly. The persona needs to be created with real data from surveys, interviews, and research. Creating personas based on what you think you know about your audience and the assumptions you have will most likely result in a waste of time and money. This is why we are creating this guide, so that if you don’t want to hire us to find and build these target buyer personas for your brand, you can follow along and do it yourself.

Who at Your Company will Buyer Personas Most Benefit?

Buyer personas can benefit various stakeholders within a company, including marketers, sales teams, product developers, and customer service representatives.

Marketers can use buyer personas to better understand their target audience, tailor their messaging and campaigns to address specific pain points and needs, and create more effective lead generation strategies.

Sales teams can use buyer personas to identify the most promising leads and tailor their sales approach to the needs and preferences of each buyer persona.

Product developers can use buyer personas to understand the needs and pain points of their target audience and develop products that meet those needs.

Customer service representatives can use buyer personas to provide better support and service to customers by understanding their preferences, communication style, and typical problems or questions.

Overall, buyer personas can benefit any team or individual within a company that wants to better understand and connect with their target audience.

Who Should be Involved in Creating Your Buyer Personas?

If you don’t have a company like Baotris to complete the research and create your company’s buyer personas for you, you can always do it internally. When creating buyer personas, it's important to involve different teams and stakeholders within your organization to ensure that the personas accurately reflect the needs and preferences of your target audience.

Here are some teams that should be involved in creating your buyer personas:

  • Marketing team: They are usually the ones who have the most information about your target audience, including demographic data, behavioral patterns, and pain points. They can provide insights into how to reach and engage with your audience.
  • Sales team: They are the ones who interact with potential customers every day and can provide valuable information about the questions and objections that customers raise during the sales process.
  • Customer service team: They are the ones who interact with your customers after they have made a purchase and can provide insights into common problems and concerns that customers have.
  • Product development team: They can provide insights into the features and functionality that your customers are looking for in your products.
  • Business owners and executives: They can provide strategic direction and help ensure that the buyer personas align with the overall business goals.
  • Researchers: Researchers will help run the interviews as they are trained in the proper way to ask questions to individuals or groups in a way that is not leading to a specific answer. Researchers can also help pull all the information together to create your persona.

By involving these teams and stakeholders in the process of creating buyer personas, you can ensure that you have a comprehensive understanding of your target audience and that your buyer personas accurately reflect their needs and preferences.

When to Create Buyer Personas

Generally, personas are created during the early stages of the product or service development process. This allows businesses to use the personas to inform key decisions related to the product or service, such as feature prioritization, messaging, and branding.

However, personas can also be created at any point in the marketing or sales process to help businesses better understand their target audience and create more effective campaigns. For example, if a business is experiencing low conversion rates for a particular campaign, creating a persona specifically for that campaign can help to identify areas for improvement and inform changes to the campaign strategy.

Ultimately, the best time to create personas is whenever a business needs to gain a deeper understanding of its target audience in order to make more informed decisions and create more effective marketing campaigns.

How to Create Buyer Personas

Creating a persona is a crucial step toward a successful marketing strategy. By creating a fictional character that embodies your ideal customer, you can gain invaluable insights into their demographics, behavior patterns, motivations, and challenges. This information is especially critical for organic marketing, as it empowers businesses to better understand their target audience and create content that genuinely connects with them. If you're ready to unlock the power of personas for your business, look no further than our comprehensive step-by-step guide on how to create a persona tailored to your unique needs:

Step 1: Conduct user research

As mentioned above, it is important for your target buyer persona archetypes to be based on real data so the first step is to collect that data. You can use a variety of user research methods such as surveys, interviews, and usability tests to gather data about your target audience.

Gather Data from Your Existing Customers

One of the best ways to gather information about your customers is by talking to them directly. Conduct surveys, interviews, and focus groups to learn more about their demographics, behaviors, preferences, and pain points. You can also collect data from customer feedback, customer service interactions, and social media engagements.

At Baotris, we will work with you to email customers who have purchased in the last 90 or 180 days (depending on your product category) with a screener survey. The screener survey helps us quickly collect information on a large scale from past customers and also helps us find customers to interview.

Stuck on what to ask? Download the Baotris Screener Survey Template on our Resources page

When we send out these surveys, we let everyone know that if they fill it out, they may be selected to participate in a follow up interview and that completion of the interview would earn them a giftcard to the brand’s store or a general gift card such as Amazon, Airbnb, or Starbucks if the interview is for market research (people not familiar with the brand). This acts as an incentive to get more customers to complete the survey, but also as a thank you for the time they are giving us.

Once you have received responses to your screener questions, the next step is to select participants for your user research interviews. Here are some steps to consider when selecting participants:

  1. Review the screener responses: Review the responses to your screener questions and ensure that select the respondents meet your target participant criteria. For example, a clothing brand would not want to interview someone who “rarely” shops for new clothes.
  2. Consider diversity: Ensure that you have a diverse range of participants that represent different demographics, backgrounds, and experiences to obtain a well-rounded understanding of your target audience.
  3. Prioritize the most relevant participants: Prioritize the participants who are most relevant to your research objectives and have the most significant impact on your product or service.
  4. Schedule participants: Contact the participants who meet your criteria and schedule interviews at a mutually convenient time. Confirm that they have access to the technology needed (phone, computer, internet, video conferencing, etc) and that they are okay with the conversation being recorded, be sure to let them know it is for internal use only. If you are revealing any private or proprietary information for the purpose of the interview, be sure to have them sign an NDA before conducting the survey.
  5. Confirm participants: Send a confirmation email to each participant, outlining the date and time of the interview and any other relevant details.
  6. Conduct the interview: Wondering what to ask in these interviews? It’s essential to ask questions that help you understand the belief, attitudes, motivations, and behavior of your target audience. Because you already asked demographic questions in the screener, you don’t need to ask those questions again unless you need some clarification on the way they answered a specific question. Instead focus on:
  • Personal background: What is your family structure, hobbies, and interests? Understanding these details can help you understand the lifestyle of your target audience.
  • Goals and aspirations: What are your personal and professional goals, and what motivates you to achieve them? Understanding these details can help you understand the desires and aspirations of your target audience.
  • Pain points and challenges: What challenges and frustrations do you encounter when trying to achieve your goals? Understanding these details can help you understand the pain points and challenges of your target audience.
  • Decision-making process: How do you go about making decisions, and what factors do you consider? Understanding these details can help you understand the decision-making process of your target audience.
  • Brand perception: What brands do you associate with, and why? Understanding these details can help you understand how your target audience perceives brands and how they make decisions about which brands to trust and engage with.
  • Media consumption: What media channels do you use to consume information and stay informed about your interests? Understanding these details can help you understand how your target audience prefers to receive information and how they interact with different media channels.

Stuck on what to ask in the interview? Download the Baotris Sample Persona Interview Questions on our Resources page.

Note: When conducting interviews, don’t just go from question to question on your list - skip questions that aren’t necessary based on the answers you’re getting, ask follow up questions when your interviewee has said something interesting or confusing.

Another way we can gather information for our buyer personas is with past sales data. If your shop is on a platform like Shopify, you will have access to some analytics on your past buyers - mainly around customer demographics (age/ sex/ location/ etc) as well as website analytics such as how many pages they viewed, what other items were purchased previously, how did they find your store, etc.

Lastly, it’s not too late to gather more information for the future. There are a few ways to do this such as including a few extra questions on your newsletter sign up or having customers complete a survey after they make a purchase. This information can help you segment your audiences later for more targeted marketing, deals, and content - and also helps you gain additional insights that you might not have otherwise had. Of course, you can always run quick one-question surveys on your socials as well.

Analyze Website Analytics

Using your ecommerce shop’s platform tools or website analytics tools like Google Analytics, you can track visitor behavior on your website. This will help you understand their interests, how they found your website, and what actions they take on your site.

One way you can do this is identify high-traffic pages. What pages receive the most visits and keep people on the page for a higher-than-average amount of time? Are there pages that are good conduits for getting people to click around and explore your site more? By identifying pages like this, you can gain insights into the interests and needs of your target audience. Similarly, identifying low-traffic pages will help you understand what does not appeal to your buyers and help you keep track of the pages that need to be improved when you get to the UX/UI Design improvements later on.

Another way to evaluate with analytics tools is to look at search queries. What searches are bringing customers to your site? Understanding the keywords and phrases that your target audience is using to search for products or services can help you understand how these audiences use search tools.

Heatmaps (we like Hotjar) help you to visualize user behavior and identify patterns. Heatmaps record user sessions on any webpage you add it to so you can observe how shoppers interact with your site. Are they clicking on images thinking they are navigation buttons? Are they scrolling past the hero image on the landing page? Heatmaps are a big help when it comes to building a top user experience and user interface (UX and UI Design respectively).

hot jar user session recording

Hotjar recordings allow you the play user sessions over to see how they used your website

Conduct Market Research

Just as we surveyed and interviewed your own customers, it is important to also interview prospective shoppers who are interested in your product category but have not yet made a purchase, or have purchased from a competitor.

The process is similar where you set up a screener survey and use that to find the right people to do a longer 1 on 1 interview or focus group with. In order to find people to complete the survey, there are a variety of market research companies and tools you can use. When you work with Baotris, we manage this for you utilizing User Interviews

Download the Baotris Screener Survey Template for Market Research/ Non-Customers

By interviewing people who are currently in the research phase of their product decision (top of funnel or middle of funnel for buyer’s journey), you can understand how they discover new companies and products, how they search, what their buying criteria is, etc in addition to their demographics, fears, motivations, interests, hobbies, and more.

Download the Baotris Sample Persona Interview Questions for Market Research + Competitors

By interviewing customers of competitors, you can understand how they found the competitor, why they purchased from them, if they even knew about your brand and products, and even how they found the purchase process and if they are enjoying their purchase.

While we have a sample list of questions you can use and modify to fit your brand, we have found that these interviews produce the best results and deeper answers if they are less question/answer and more like a conversation. This is easier said than done. Our trained UX Research experts suggest that if you’re going to conduct the interviews on your own, starting by reading a book we have all our team members read The Mom Test: How to Talk to Customers & Learn if Your Business is a Good Idea when Everyone is Lying to You by Rob Fitzpatrick. It teaches you how to ask questions properly so you’re not leading someone you’re talking to into giving you the answer you want to hear, in other words, to get reliable, non-biased feedback.

If this is your first time running User Interviews, check out our Best Practices Guide.

Conduct Competitor Analysis

Analyzing your competitors’ websites, social media, marketing content, and ad campaigns can help you learn more about their target buyer audiences

You’ll need to start by identifying your competitors. These are often similar shops who are targeting the same audience and offering similar products and services. You probably have a few brands in mind when I say competitors, but if you don’t, you can use tools online such as the Competitor Analysis tool on SEMRush, Market Explorer. Here you can enter your domain and this will automatically generate a list of the competitors in your space. You can use the “Overview” tab to show who you’re competing with and you can see visualizations of your and your competitors’ relative market share, audience size, and growth rate. There’s also a “Growth Quadrant” widget that will break down all the players into four categories:

  • Niche Players: New or small companies with a smaller audience size and low growth rate
  • Game Changers: Emerging companies with comparatively smaller audience size but who are growing quickly
  • Established Players: Companies with large, established audiences
  • Leaders: Companies with a large audience and a quick growth rate

The companies that are in the same quadrant as you are your main competitors.

Next you’ll want to analyze your competitors' marketing channels. Look at their website, product pages, landing pages, social media, email campaigns (sign up for their newsletter), and any other channels they use. Analyze the messaging, tone, design, and images to identify who they are targeting and what the message is that they are trying to convey. What are the pain points they mention and the solutions, what are the value props for the product? How are they positioning themselves?

Another great tool is customer feedback. Check online reviews, testimonials, and customer feedback on socials to understand what their customers like and dislike about their products or company. This will help you identify the pain points and needs of your shared audience.

Evaluating the pricing strategy as well as promotions and discounts will help you understand how the competition positions their brand in the market and how they communicate value to their customers.

And lastly, identifying their unique selling proposition will help you understand what sets your competition apart from others in the market and how that is communicated to their customers.

Competitor analysis should leave you with a good understanding of who your competitors and their target buyers are, as well as a better sense of self, gaps in the market that you can fill, and your own unique selling propositions.

Use Keyword Research

Keyword research tools such as Google Keyword Planner, SEMRush, or Ahrefs can help you identify search terms and phrases that your target audience is using to find products and services similar to yours. Look specifically for keywords that are high volume, lower competition as these will be the most valuable in the short term, but don’t shy away from high competition words as well if the volume is worth it. Someone has to be in the top 10 search results so why not you?

Review the data from the keyword research to identify patterns in search behavior. This can include demographic information, geographic location, or search intent. This will help you develop a better understanding of your target audience and their needs.

Look for common themes or topics that come from the keyword research. This can help you to identify the most important factors that influence your target audience's purchasing decisions.

Lastly, use the insights gained from your keyword research to inform your buyer persona development. For example, you may discover that your target audience is primarily interested in eco-friendly products, or that they are located primarily in urban areas. Use this information to create more targeted and effective buyer personas.

Social Media Listening

Lastly, monitoring conversations and posts on social media will help you learn more about your target audience’s opinions, preferences, and pain points.

Identify the platforms where your target audience is most active. For example, if you're targeting a younger audience, they may be more active on platforms like TikTok or Instagram.

You can use social media listening tools like Hootsuite, Sprout Social, or Brandwatch to track brand mentions, hashtags, and keywords. Look for common themes, pain points, and questions that your target audience is asking.

Identify influencers by paying attention to the social media accounts that your target audience follows and engages with. These accounts can provide valuable insights into the interests and behaviors of your target audience.

Look at engagement metrics like likes, comments, and shares to understand what types of content your target audience is most interested in. Use this information to inform your content strategy and develop content that resonates with your target audience.

Use the insights you gain from social media listening to validate and refine your buyer personas. Make adjustments to your personas as needed based on the information you gather.

Step 2: Identify user commonalities

When you review the research data you've collected, it's important to look for patterns and similarities among the data. These patterns and similarities can be used to develop a clear picture of your target audience, and ultimately, the buyer persona.

One area to focus on is demographics. Look for commonalities in age, gender, income, education level, and other characteristics that define your audience. You can also use behavior patterns to help identify commonalities. For example, you may notice that a significant number of your target audience spends time on social media or frequently shops online.

Another important factor to consider is pain points. Look for common problems or challenges that your target audience is facing. This information can be used to help you develop a solution that addresses those pain points and positions your product or service as the solution.

Once you've identified the commonalities, you can begin to group them into categories. These categories will form the basis of your buyer persona, and you can use them to develop a detailed picture of your ideal customer. By focusing on these commonalities and developing a clear understanding of your target audience, you'll be better equipped to create effective marketing campaigns that resonate with your audience and drive results.

Step 3: Create personas

Use the data gathered from user research and the Baotris Buyer Persona Template to create fictional representations of your target audience.

1. Give Your Persona a Name and Image:

Giving your persona a name and image is an essential step in making them feel more real and relatable. Choose a name that represents your persona and reflects their characteristics. For example, if your target audience is young and hip, you might choose a trendy and catchy name. Conversely, if your target audience is more mature and professional, you might choose a more traditional name.

In addition to a name, you can also create or select an image that represents your persona. Use a stock image or create a custom image that reflects their appearance, age, gender, and interests. This image can serve as a visual reference when creating marketing materials and developing your overall marketing strategy.

2. Write a Bio and Profile

Writing a brief biography is an important step in developing a comprehensive persona. It should include details about their job, education, family, and hobbies. This information will help you better understand their motivations, goals, and challenges.

Include details about their personality traits, values, and behaviors. This information will help you and your team empathize with the persona and develop more effective marketing strategies that speak directly to their needs.

The profile section is where you should include all the demographic information you have collected - what age is this person, where do they live, what is their income, what sex are they, etc.

3. Identify Goals, Pain Points, and Needs

Identifying goals, pain points, and needs is a critical step in building a buyer persona, as these insights help you develop a comprehensive understanding of your target audience. By uncovering the goals that drive your customers, you can better align your products or services with their aspirations, making your offerings more appealing and relevant. Pain points, on the other hand, provide valuable information about the challenges your customers face, enabling you to tailor your messaging and solutions to address these issues effectively. Recognizing the needs of your target audience is equally important, as it helps you prioritize features and benefits that matter most to them. Combining these insights will allow you to create buyer personas that accurately represent your ideal customers, ultimately empowering you to develop more targeted and effective marketing strategies that resonate with your audience and drive results.

Some common pain points may include a lack of time, resources, or expertise. They may also struggle with a particular task or problem that your product or service can help solve.

4. Identify Motivations

Identifying motivations is a crucial aspect of building a buyer persona, as it enables you to understand the underlying factors that influence your target audience's decision-making process. By uncovering what truly drives your customers to choose a particular product or service, you can better tailor your marketing efforts to tap into those motivations and create a stronger connection with your audience. This understanding allows you to develop more targeted messaging and campaigns that resonate with their core values and aspirations. Additionally, by recognizing your customers' motivations, you can enhance your product or service offerings to better align with their desires, thereby increasing the perceived value and appeal of your brand. Ultimately, a deep understanding of your audience's motivations will help you create more effective and impactful marketing strategies that foster long-term customer loyalty and growth.

5. Outline the Target Buyer’s Journey

Mapping out your persona's buying journey can help you understand how they become aware of your product or service, how they research it, and ultimately how they make the purchase decision. This information can help you develop marketing strategies that target each stage of the journey.

To map out the buyer's journey, you need to identify each step that the persona takes when considering your product or service. This may include visiting your website, reading reviews, comparing prices, and speaking with sales representatives. Understanding the channels they use to research and make purchasing decisions can help you optimize your marketing efforts to meet their needs.

The actions they take naturally are the behaviors that you want to mark down on the template.

6. Brands/ Influnecers

What causes this persona to buy? What brands are they fans of or do they associate themselves with? Are there any influential figures (online or in real life) that they follow or identify with? These are important notes.

Buyer Persona Example

In the end, you should have one or more personas that look like this:

Sample Buyer Persona Profile
Sample Buyer Persona Profile

Step 4: Prioritize personas

Not all personas are created equal. Prioritize the most important personas based on their impact on your business goals and user needs.

To identify the high-value personas, look for personas that are most likely to convert or have the highest lifetime value. Consider factors such as their purchasing power, their potential to refer others, or their potential to become loyal customers.

Additionally, you may want to consider market trends and changes in your industry. For example, if there is a growing demand for a particular product or service, you may want to prioritize personas that are most likely to purchase that product or service.

Don’t forget to consider your business goals. Prioritize personas that align with your business goals. For example, if you want to increase sales in a particular geographic area, prioritize personas that are located in that area.

Lastly, consider your competition and their audiences. If your competitors are targeting a particular persona, you may want to prioritize that persona to remain competitive. Or, you may want to target a different persona to make sure you’re not competing for the same audiences, especially if your competitor is already well established and a market leader.

Step 5: Apply Your Persona to Shape Your Marketing Approach

Once you have crafted your persona, leverage it to shape and experiment with your marketing approach. Personalize your messaging, content, and campaigns to address the unique needs and challenges of your intended audience. This will assist you in creating more impactful marketing campaigns that connect with your audience. For more detailed information, see the below section, “How to Use Buyer Personas.”

Step 6: Use Personas to Inform Design Decisions

Use your personas to inform design decisions such as information architecture, content strategy, and user interface design. Consider how each persona will interact with your product or service and tailor the experience to meet their needs.

Step 7: Rinse and Repeat

The frequency of persona research may vary depending on factors such as changes in the market, customer behavior, and company goals. However, it is generally recommended to conduct persona research at least once a year to ensure the personas remain accurate and relevant. Additionally, conducting research during the planning phase of new products or campaigns can help ensure that the personas are up-to-date and align with the company's current objectives. It's important to regularly update the personas with any new insights or data to ensure they continue to effectively inform marketing and business strategies.

How to Use Buyer Personas

Unlock the full potential of personas by incorporating them into your marketing strategy as well as to inform product and design decisions. By leveraging personas, you can enhance your organic marketing efforts by gaining a deeper understanding of your target audience and developing content that resonates with them. In this guide, we will explore several ways in which personas can be utilized effectively to improve your organic marketing efforts:

Overall Messaging

Use the insights gained from your persona to tailor your messaging to resonate with your target audience. Use their language and address their pain points, motivations, and interests to show that you understand and can offer solutions to their problems.

Start by analyzing your personas' pain points and goals. Use this information to create messaging that addresses their specific needs and desires. For example, if you have a persona who is a budget-conscious shopper, your messaging should focus on cost savings and affordability. On the other hand, if you have a persona who values luxury and high-end products, your messaging should emphasize quality and exclusivity.

Review your interview notes and recordings (we use for ours so we can re-listen to the interviews to pull out the important parts), if there are words or phrases, even slang terms that are used in more than one interview, that may be a good term to include verbatim in your messaging since your target audience uses it in real life.

Remember that your messaging should be consistent across all channels, including social media, email, and advertising. Use your personas to inform the content you create for each channel, and ensure that your messaging is cohesive and aligned with your overall marketing strategy. By tailoring your messaging to your buyer personas, you'll be able to create more effective marketing campaigns and drive better results for your business.


Similar to messaging, personas can be used to create content that speaks directly to the needs and interests of your target audience. By understanding their pain points and preferences, you can create content that provides value and resonates with them.

1. Identify the topics and formats that will resonate with your personas

Use the information you have gathered about your personas to determine what topics and formats will be most engaging for them. For example, if you are targeting a persona who is interested in DIY home improvement, you might create a series of how-to videos on popular home renovation projects.

2. Choose the right tone and style

Your tone and style should match the preferences of your personas. For instance, if you are targeting a younger audience, you might use a more informal tone and incorporate humor into your content.

3. Address pain points

Use your understanding of your personas' pain points to create content that addresses their needs and solves their problems. For example, if you are targeting a persona who struggles with time management, you might create an e-book with tips for managing time more effectively.

4. Use the right channels

Your personas are likely to be active on specific social media platforms or other online channels. Use this information to determine where to promote your content for maximum impact.


Personas can also be used to inform keyword research and on-page optimization efforts. By understanding the search terms and phrases that your target audience is using when searching for products or services online, you can create content that is optimized for those keywords, which can improve your organic search rankings and drive more traffic to your website. eating a detailed understanding of your target audience's needs and preferences, you can tailor your SEO strategy to target the keywords and phrases that are most relevant to them.

To use buyer personas in SEO, you can start by conducting keyword research using tools like Google Keyword Planner, SEMrush, or Ahrefs. This research should be informed by the characteristics and interests of your target audience, which you can determine from your buyer persona research.

Next, you can use the keywords you've identified to optimize your website's content, including your website copy, blog posts, and product descriptions as well as more technical aspects such as meta descriptions, page titles, and alternative image text. By incorporating your target audience's search terms into your content, you can increase the likelihood that your website will appear in relevant search results.

In addition to keyword research, buyer personas can also inform your link building strategy. By identifying the websites and social media channels that your target audience is most likely to use, you can focus your link building efforts on those platforms to reach a wider audience.

Overall, by using buyer personas to inform your SEO strategy, you can ensure that your website is optimized to reach the right audience, improve your search engine rankings, and ultimately drive more traffic and conversions to your site.


Buyer personas can be used to create more effective email marketing campaigns that are tailored to the specific needs and interests of your target audience. Here are some tips on how to use buyer personas in email marketing:

1. Segment your email list:

Use the data you collected when creating your buyer personas to segment your email list into different groups based on demographics, interests, and behavior patterns. This allows you to send targeted messages to each group that are more likely to resonate with them. For instance, if you found you have two main personas, ones who are sustainability know-it-alls and ones who are just starting out with switching to sustainable products, then you can have two flows. The pro sustainability folks may be more interested in new developments and new products as well as news, while the starters would be more interested in learning the basics and making simple switches that are not too scary.

2. Use personalized subject lines:

Use the recipient's name in the subject line and include content that is relevant to their interests and needs. Personalized subject lines have been shown to increase open rates and click-through rates. You can also call out specific products that they may be interested in based on past browsing or purchase behavior, or even shout out a special discount that they might be interested in based on their location.

3. Tailor the content of the email:

Use the insights you gained from creating your buyer personas to craft email content that speaks directly to the recipient's pain points and needs. This will help to increase engagement and conversion rates.

The best way to do this is to think about where your segmented audience is in the buyer’s journey (also known as a purchase funnel) as well as what their needs and interests are. What can you send them that is worth their time to read? What will convince them to click a link or add to cart?

4. Use images and design that resonate with your personas:

Use images and design that your personas can relate to, this could be different depending on the different segments of your email list. The images should match the content and messaging, as well as any tone or voice used, otherwise the email can come off as inauthentic and it will not be effective.

By using buyer personas in email marketing, you can increase engagement rates, boost conversion rates, and ultimately drive more sales for your business. For more details about how to use persona optimized email, check out our recent case study.

Affiliate marketing

Personas can also be used to inform your affiliate marketing efforts. By understanding the types of products or services that your target audience is interested in, you can pick the right products to promote that would perform the best. The buyer demographics and interests can let you know which publishers are the right to partner with and which affiliates would be the most relevant.

Any good affiliate program keeps your affiliate and publisher partners up-to-date and engaged with well thought out content. You can utilize buyer personas to create targeted content that affiliates can use to better promote your product based on the needs and interests of the persona archetypes. This can help you build trust and credibility with your audience, and increase your chances of making sales.

Lastly, by knowing where your target buyer audience consumes media, such as what blogs they like or what magazines they read, you can determine which publisher relationships hold the most value for you. Getting in front of your target audience in spaces they already are familiar with and frequent helps you build an immediate connection with the audience, even if they are not familiar with your brand.

Social media strategy:

Personas can be used to inform your social media strategy. By understanding the social media channels and content formats that your target audience prefers, you can create content that resonates with them and drives engagement on those platforms.

Based on the demographics and behavior patterns of your personas, you can identify which social media platforms they use the most. For example, if your personas are predominantly young adults, you may want to focus on platforms like Instagram and Snapchat.

Each persona may have different interests, pain points, and preferences for consuming content. Use your personas to create content that is relevant and valuable to each group. For example, if you have a persona that is interested in sustainability, you may want to create content that showcases your company's eco-friendly initiatives.

Knowing your personas' preferred channels for communication and their typical behavior patterns can help you determine the best times to post and engage with your audience. For example, if your persona tends to be most active on social media during their morning commute, you may want to schedule your posts during that time.

Lastly, personas can help inform influencer partnerships and who to work with to create user-generated content. If one of your personas is heavily influenced by a certain social media personality, you may want to consider partnering with that influencer to reach that audience. You can also use tools like Influencity to search for content creators and influencers who have followers who match your target buyer audience and then using that influencer to find other similar influencers using the audience lookalike tool.

Website optimization:

By understanding your target audience's needs, behaviors, and preferences, you can design and optimize your website to provide a seamless and satisfying user experience. Your personas can inform your website navigation, layout, content, calls to action, and messaging.

Your website content should be tailored to speak directly to your target audience in a way that is natural, authentic, and helpful. Use the pain points and needs to create hero messages and call to actions, use language and tone that will resonate and keep your audience engaged. You want to encourage website exploration and have potential buys not only clicking around on different product pages and blogs, but you also want them to sign up for your newsletter or mailing list in case they’re not at a purchase point in their search.

As mentioned above, your website should also be optimized for search engines, utilizing target keywords that your buyer persona is likely using in their search queries. Keywords in on-page content such as blog and product descriptions are one step, but be sure to use them in meta tags, headers, and even alt. text.

Personas can inform the user interface design by defining the user's needs and how they prefer to interact with the interface. For example, if the persona is a tech-savvy individual who prefers a minimalist interface, the designer can incorporate a simple and straightforward layout with easy-to-use controls.

Your audience needs to be able to use your website easily. UI is sometimes forgotten when only focusing on design or SEO. You need to have a balance. Simplify the navigation to make it easy for your buyer persona to find what they are looking for quickly. And then - test it! Sign up a few people who fit your buyer persona to meet on a video call and share their screen as you give them tasks such as finding a certain item, adding to cart, and completing the purchase (on your dime of course). Take note of where they scrolled or clicked. Did they click items that were not links or buttons? Ask them to think out loud so they are walking you through their thought process. Ask for permission to record the session so you can refer to it later. What changes should be made? Did your testers run into any difficulties when trying to find the product or make a purchase? Did they have any expectations that were not met? User testing is incredibly important for your website and should be done whenever you have a redesign or add a new landing page.

Another important part about site optimization is ensuring device functionality. If your audience browses the web and shops from their phone, then the mobile version of your site needs to be functional, quick, and a pleasant experience for the user.

Personalized Customer Experience

Using buyer personas to personalize the experience involves tailoring the customer journey to the specific needs, interests, and pain points of each persona. This can be done through various methods, such as:

Personalized messaging:

Use the language and tone that resonates with each persona in your marketing messages, email campaigns, and social media posts. By speaking directly to their needs and interests, you can build trust and establish a more personalized relationship.

Customized content:

Develop content that caters to the specific interests and needs of each persona. For instance, if one persona is interested in tips for healthy living, you can create content on healthy recipes, workout routines, and self-care tips that address their pain points.

Product recommendations:

Use customer data and behavior patterns to make personalized product recommendations for each persona. This can be done through email campaigns or on-site recommendations, and it can be a powerful way to upsell and cross-sell products that fit each persona's needs.

Tailored user experience:

Personalize the user experience on your website or app based on each persona's preferences and behavior patterns. This can include customized product categories, recommendations, and even user interfaces that cater to each persona's unique needs.

By using buyer personas to personalize the experience, you can create a more engaging and relevant experience for your customers, which can lead to higher conversion rates and increased loyalty.


Personas can be useful in a lot of ways not related to marketing as well such as:

1. Product Development

Your buyer personas can also inform your product development process. By understanding what your target audience needs and wants, you can create products and services that are more likely to be successful. By knowing the persona's expectations and preferences, designers can ensure that the product offers the desired features and functions, and meet the user's expectations.  Use your personas to guide decisions around product features, pricing, packaging, and more.

2. Sales

Your buyer personas can also help your sales team to be more effective. Use your personas to guide your sales team's approach, including how they communicate with prospects, which features and benefits to highlight, and how to handle objections.

Key Takeaways About Buyer Personas

Personas can seem like a complex and confusing concept, but they can actually be a valuable tool for businesses to improve their marketing, customer experience, and overall strategy. Here are some key things businesses should know about personas:

Personas are not stereotypes: Creating personas involves research and data, not assumptions or stereotypes. They should accurately represent the different types of customers a business serves, and reflect their needs, motivations, and pain points.

Regular updates are crucial: To remain relevant and useful, personas should be updated regularly to reflect changes in customer behavior, preferences, and trends.

Cross-departmental integration is key: Personas should be used across different departments within an organization, including marketing, customer service, product development, and sales, to ensure everyone is aligned on customer needs and preferences.

Product development can benefit from personas: Personas can inform product development by identifying the specific needs and pain points of different customer segments, leading to products and services that better meet customer expectations.

Personas can improve customer acquisition and retention: Tailoring messaging, content and campaigns to specific customer segments can lead to more effective marketing and improved customer satisfaction and loyalty.


In conclusion, personas are a powerful tool that can help businesses connect with their customers on a deeper level, improve their marketing strategies, and drive growth. By investing time and effort into user research, creating accurate and up-to-date personas, and integrating them across different departments, businesses can unlock the full potential of personas to enhance customer experience and drive business success. So, take the time to get to know your customers through personas, and watch as your marketing efforts become more effective, your customer satisfaction and loyalty improve, and your business grows.

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