Delivers on client expectations.

BUYER PERSONA CRAFT ROI MARKETING

WHO is the Avatar in your market that you want to empathize

with?
It is ideal if you can think of your Avatar as one REAL person
that you are seeking to understand and help with your product
or service.

JAMES JOHNSON / Sabrina Mockenhaupt

What ‘title’ or ‘label’ do

What’s their age?
they associate with?

38  Dentist
 Dental

 Surgeon
Doctor

What’s their gender?

Male & Female

What situation are they in that has them Love to get free time to spend it with family
needing your product/service? Love to enjoy driving

Love listening to Podcasts

automate and expand the process of day-to-
day appointment. Looking for appointment Always try to gather information regarding
planner. new technology practices

Love going to medical seminars

What is your Avatar Seeing...

When they come home from work, what’s one thing they might
see that immediately reminds them of their problem? What is
your Avatar Seeing...

When they come home from work, what’s one thing

they might see that immediately reminds them of
their problem?

•
Dealing with client is taking too much time of his/her day andhe/she can't
focus on other aspects of life.
•
Watching people in his/her network how they automated their business.
• Watching youtube of top dentists where they mentioned automation and team building

When they’re scrolling through their social media while

waiting in line at the grocery store, what kind of messages
are they likely seeing their friends post?

"Perfect picture" of family get together on side beach restaurant

Friends posting their new case studies of clinets on their Linkedin posts

• Memes on occupied dentists

Friends bragging on how they get a low-price quote of an agency on providing scheduling
with booking of clients
A big house of their friend that is newly built and It's located in their dream location
• which they also want to buy but can't visit the site due to busy schedule

After they’re done eating dinner, what’s something they’ll watch

and/or read in their spare time of an evening?
• Watching (Netflix / TV) Reading (magazines / books / blogs)?
Clinical Cases-Blogs
• HOUSE-Amazon
Dental Diet-Book
• Grey's anatomy-Netflix
CDT 2022-Book
• Dr. Vegas-TV CNN-TV
•
 What is your Avatar Seeing...

Other

Seeing ads for agency that provide services to dentists regarding their day to day tasks and
other helping
• Seeing media
people on Facebook,Youtube,
discussing in public places Google
about and on different
agency that helpblogs
them asin native
tasks. ads

• Seeing a friend getting scammed after hiring an agency for day to day tasks but they
charged a bigger bill than what they said

What is your Avatar Saying...

What’s one thing they’re likely to have vented to their

friends about while sitting together having lunch?

• I paid an agency to get more appointments and they dropped me with nothing after 2months
• Clinic is taking most of my time and dealing with them. I don't know how to automate the process.
• I need €30,000 but I want a good pipeline of closed deals
• Never did I think that my business will be in difficulty due to not having some sort of automations

What’s something they’re likely saying on their social media feed when they get
home from a rough day at work?

•
Is there anyone who has a good agency partner who is helping in streamlining the clients?
•
Posting their opinions about policies of Govt for tax on service based businesses
•
Need advice from some other clinic owners how they get closings fast with

In the last week, what’s one thing they’ve said to themselves that they would
NOT say out loud (what’s an example of their inner dialogue)?

• Am I fool that gave money to a scammer?

• I think I should consider leaving this business
• Am I the only one in the friends and family circle who is struggling?
• I don't know how much cost do I have to pay someone to work on the
behalf of myself.
 What is your Avatar Saying...

Other
•
I need a vacation so I can enjoy the trip to California

•
Can't wait for a helping hand in my business

What is your Avatar Doing...

What does the first hour of their day look like when they wake up in the morning?

•
A cup of coffee with the E Newspaper on their phone while roaming around in the house
•
Watch the forecast and see the schedule
•
Watch a press conference on policies of Govt and yelled at them while
watching TV
•
Get dressed and leave for the office
•
Rushing to the house in lunch break to close the windows of the top
floors because of busy schedule

At the end of the month, when all bills are paid, what is
something they are likely spending their leftover
money on?

•
Spend it as fee for some professional advice
•
Getting new tools for clinic
•
Spend on some crappy automation SAAS based tools
•
Save for the coverage of any loss
•
Travelling
 What are they searching for online when they’ve hit a
breaking point with their problem and now it’s time to fix it?

• How to hire an agency to help me getting more clients with

•
automation
•
What is the cheapest way to hire someone
Companies that offer automation to dentists
 What is your Avatar Doing...

Other

• Expressing disappointment and anger towards staff

• Sending messages to friends and family to come visit his/her
• clinic
Emailing the staff to put more efforts to get everything done

What is your Avatar Hearing...

What advice is their family likely to give when they bring up their problem in
conversation?

• I disagree, you still can find a trust worthy agency to help you with your
• tasks
• Don't be so angry It's nature and we can't do anything about that
• Have you ever tried getting any professional help regarding this?
Have you looked for a new company which helps better and get good results

When they’re searching for help on YouTube around their problem, what are
they hearing experts say?

• Be aware of scammers
• Identify good leads and rates/charges of good company and bad one
• What to do if their is no automation in the business?
• Ask for professional help

What/Who are they listening to when they’re driving to work or working out?

Drake
• Gym Class
• Heroes
Joe Rogan
 What is your Avatar Following...

Who are their favorite people and organizations they’re following on Social Media?

• dryazdan. - Instagram
• thefoodie_dentist -Instagram

• dentistsinging -Instagram

What YouTube channels have they subscribed to?

•
Teeth Talk Girl
•
Hygiene Edge
• American Dental Association.

What Facebook Groups do they belong to?

•
American Dental Association.
•
The Business Of Dentistry.
•
Dental Clinical Pearls

What podcasts are they hooked on or that they listen to regularly?

• Relentless Dentist
• The Thriving Dentist Show The Dentist Money™ Show
• Business of Dentistry
• Your Dental Success Podcast: Digital Marketing For
• Dentists

What is KEEPING Your Avatar UP AT NIGHT...

 It’s 4am and they’re unable to sleep. What fears are they thinking
about while they stare at the ceiling?

• Getting no spare time to expand the business

• No good client building around business
• Getting scammed by potential deal scammers

They’re at a dinner party with a group of friends. What

topic are they likely to want to AVOID talking about?

•
Cost of hiring an agency/team
•
Policies of SAAS based companies
•
Cost of marketing if they do it by themselves
•
Discussion about they getting scammed Online or through a non legit agency

When sharing a meal with their partner, what do they want to discuss that’s
been on their mind, but they’re scared they’ll be judged?

Not increasing in revenue

• Going back on hiring stage of new marketing/automation
We agency
need to go to a professional for some consultation before taking any decision

What is KEEPING Your Avatar UP AT NIGHT...

Other

To stable the business new closing is really important but not getting any good lead
and good closing rate is haunting.

•
 What is MOTIVATING Your Avatar..

When they’re procrastinating about taking action to solve their problem,

what’s likely to get them pushing forward again?
•
Not having enough energy but the progress report is pushing them to get more clients
•
A tension free day without any fear of bad day

They just finished creating a ‘Vision Board’ after hearing

their friend talk about it, name at least one thing that’s on
their ‘Vision Board’?

•
Imagining how they will enjoy a good life style after getting good amount
deals and clients
•
A dinner night with other dentist fellows and successful people to do
networking
•
Family reunion in our house

It’s Saturday afternoon and they’re free from all obligations,

they lay down for a nap, what ideal scenario are they
daydreaming about before they fall asleep?

• Living a good lifestyle with a perfect balance between work and life
• With good cash flow they can target more local people with going broad
• Going on a shopping by saving money