CREATE YOUR

Customer
AVATAR
and finally get your
marketing working.
YOUR AVATAR =
YOUR IDEAL
CUSTOMER
THE KEY TO
SUCCESSFUL MARKETING:

Understand who you're speaking to

Use this worksheet to create a customer avatar for your target

market. Your avatar personalises your target market so you can
write directly to them.

Seem like you're inside their heads with messaging that clearly
identifies their pain points, understanding what they're going
through and how to solve it.
HOW 
TO USE THIS  Get into brainstorming mode...

WORKSHEET Work through each section and profile your 'ideal' customer,
then write their story to bring your customer avatar to life.

If you're in a B2B industry, this means the person who is the

primary buyer in your "ideal customer' business.

Your 'ideal customer' is the one you would do business with

EVERY time if you could. They should be a good fit for your
business - the one you've designed your service and systems
to fit.

Don't be afraid of targeting a specific person, it doesn't mean

others won't buy - but you're much more likely to attract your
ideal customer when you're connecting with them on their
level.
If you're marketing to everybody,
you're selling to nobody
Demographics

Who is your target customer?

Gender
Age
Location
Income
Occupation or life situation
Type of business they are in
Hobbies, interests
What is their preferred social media platform?
Personality
What sort of person are they?
How would you describe their personality?
What do they like?
What do they dislike?
Are they scientific or creative?
Are they a details person or big picture dreamer?
Do they prefer face to face or remote communication?
Do they want to be guided in the sale or prefer to find all
info themselves?
Education
What do they know?
Have they heard of your brand before?
How informed are they about your type of product/service?
Are they aware of their ‘problem’ (that you are going to
solve)?
Do they currently use a competitor product or service?
What do they already know about your industry?
Where do they get their info from? What websites or
publications do they read?
Are they technically savvy?
Psyche
What do they think/believe?
Objectives/goals - what do they want to achieve?
Problems - what problems or pain point are they trying to
solve?
Opinions/beliefs - what do they think about your
product/service, or the general industry?
Fears - what risks do they perceive?
Buying behaviour
What do they think/believe?
How do they usually buy?
When do they buy?
Where do they do their research?
How do they make a decision on which one to buy?
What is their role in the purchase decision?
What influences their decision?
What is the situation that triggers them to make the
purchase?
What would happen if they didn’t buy?
What roadblocks might be preventing them from buying?
 NOW
YOU ARE
READY
TO WRITE
THEIR
story
A day in the life of....
MEET
Laura
She is a 38 year old mum of two kids, living with her husband in 3
bedroom house in Byron Bay, Australia.

She owns her own business providing accountancy services to local

businesses.

She is ambitious and is looking for ways to grow her business.

She dislikes hard selling, and prefers to get her business through
word of mouth.

She would like to minimise marketing spend and improve sales

conversions. She wants to attract and retain a loyal group of
customers that will deliver 80% of her revenue. For her business
long term relationships offer more value to both parties.

She has tried Facebook ads but didn't have much success. She
advertises on some local directories. She fears that her leads will
drop if she changes anything.

She has heard of customer experience but doesn't know how to

implement a strategy in her business.

She doesn't have any experience in marketing but prefers to try to

do it herself where possible. She enjoys online courses that are
short and action-based.

She reads about business strategy on blogs and online media like
LinkedIn, mostly in the evenings and weekends. She can make
quick decisions about buying.
LIKE THIS
GUIDE?
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