Strategy Sunday – Let’s Understand Customer Persona!

Let’s talk about closing deals.

Imagine you reach out to 50 prospects and walk away with 10 successful deals.

Sounds great, right?

Well, it’s not as far-fetched as it seems when you have a clear customer persona guiding your approach.

Yet, many businesses struggle because they’re pitching to the wrong people.

Let’s break it down and see how creating detailed customer personas for small, mid-sized, and enterprise clients can transform your lead generation and sales success.

?Why Are Customer Personas Important?

Think of a customer persona like a character profile in a movie. It includes their role, industry, goals, challenges, and decision-making process.

Without this clarity, you might pitch to prospects who don’t need what you’re offering. By aligning your sales approach with well-defined personas, you’re more likely to connect with the right people, streamline your sales process, and close deals faster.

Plus, when you understand what makes your customer tick, your messages resonate better, building trust and long-term relationships.

Breaking Down Personas by Client Size

Every client size has its own needs and expectations. Let’s break them down:

Small-Ticket Clients

Effort vs. Value: Small deals are quick wins that help cover your operational costs. But remember—you don’t want to spend too much time chasing them. Keep your process short and sweet.

What to Focus On: Identify their company type (startups, small businesses), connect directly with decision-makers like CEOs or founders, and use key moments—like hitting their first big sale—as your opportunity to pitch.

Mid-Ticket Clients

Effort vs. Value: Mid-sized clients require more effort, like technical discussions and customized proposals. But the payoff is worth it.

What to Focus On: Look for companies with around ?2 crores in turnover and at least four years in business. Recent growth—like expanding their team or opening a new location—is your cue to pitch. Target decision-makers like COOs, CTOs, or department heads.

Enterprise Clients

Effort vs. Value: These high-value deals involve multiple stakeholders and longer sales cycles, but they can significantly impact your bottom line.

What to Focus On: Build an in-depth persona covering the company’s turnover (?100 crores+), multinational operations, and procurement processes. Identify decision-makers and influencers, and tailor your pitch to align with their strategic goals.

?Tools to Help You Build Customer Personas

You don’t have to do this manually—there are tools to make your life easier:

• AI Tools: Use ChatGPT to generate personas. For example, try this prompt: “Create a persona for a commercial real estate company seeking enterprise deals worth ?30 lakhs per month, including demographics, pain points, motivations, and decision-making factors.”
• LinkedIn Sales Navigator: Filter prospects by industry, company size, and location to find leads that match your personas.
• Crystal: Use this tool to analyze LinkedIn profiles and understand a prospect’s communication style, so your outreach resonates better.

?Understanding What Motivates Your Clients

Getting into your client’s mindset helps you speak their language. Here’s what matters most to each segment:

• Small Clients: They need quick, cost-effective solutions that solve their immediate challenges.
• Mid-Sized Clients: Scalability is their priority—they want solutions that support growth without sacrificing efficiency.
• Enterprise Clients: Their focus is on optimizing processes, ensuring compliance, and maintaining operational efficiency.

?How to Tailor Your Pitch

• Small-Ticket Clients: Keep it short and direct—one call should cover the product overview, benefits, and pricing. Minimal customization, maximum efficiency.
• Mid-Ticket Clients: Offer personalized proposals, hold a technical discussion to address their needs, and follow up with commercial negotiations.
• Enterprise Clients: Create a detailed workflow based on their RFP, outline clear delivery timelines, and ensure both sides agree on the terms before closing the deal.

?Your Next Step to Sales Success

Defining your customer personas isn’t just a one-time task—it’s the foundation of your sales strategy. When you know exactly who you’re targeting and what they need, your pitches become more compelling, your conversion rates improve, and your business grows faster. So, take the time to create detailed personas for each client segment—you’ll thank yourself when those deals start rolling in.

This Blog that you read is a note taken version of our ‘Strategy Sunday’ masterclass that happens every Sunday at 11 Am to 12 Noon. So week by week, we go deeper into one Layer of B2B Sales Framework and from there, help business owners and B2B Sales Professionals like you to get better at what you do and generate more business.

Here’s the Video Replay of this Session that you just read as a Blog: https://www.youtube.com/watch?v=4kXwOxKXVa0&t=2s (Its a lot more In depth!)

If you would like to attend the next session live, join this WhatsApp group where we share zoom link every week for you to join in.

WhatsApp group link: https://chat.whatsapp.com/EY0Q1hO2WBAIZwACd1pr4a

With the right approach, you can attract more leads, close more deals, and grow your business.

Are you ready to transform your sales game?

Let’s start strategizing today!