Comment créer ses personas : notre checklist

Vous pensez bien connaître votre cible ? Avez-vous créé des personas marketing (ou buyer persona) ? C’est le point de départ de toute bonne stratégie de content marketing, afin de cerner vos différentes cibles. On fait le point sur l’utilité des personas et on vous donne notre checklist !

Pourquoi créer un persona ?

Pour bien comprendre vos différentes cibles marketing, la création de persona est un outil phare. Les personas sont des représentations fictives, qui vous permettent de caractériser les besoins, les motivations et les comportements de vos clients idéaux. C’est également un outil fabuleux pour convaincre vos cibles de vous choisir plutôt qu’une autre entreprise, en sachant avec précision le message à leur faire passer. Les personas aident à mieux comprendre le comportement de vos clients sur le web, et donc à orienter la création de contenus en fonction de leurs préoccupations. 

Bien sûr, vous n’avez pas qu’un seul type de client. Le nombre de persona va dépendre du nombre de groupes distincts que vous souhaitez cibler. Par exemple, si vous gérez un hôtel, vous avez plusieurs types de cibles : des touristes, des entreprises pour des séminaires ou des cocktails, des clients en voyage d’affaires… dans ce cas, il vous faudra créer 3 personas, car ces différents types de clients n’ont pas du tout les mêmes besoins ni les mêmes attentes. 

Comment créer un persona ?

Un persona se crée à partir de 2 sources d’informations : de vraies données statistiques, et quelques hypothèses

Attention, un persona n’est ni un client réel ni un marché. On le définit par ces caractéristiques : des points de douleur (problématiques), des facteurs de succès, des freins à l’achat, un parcours client, des critères de décisions et des données biographiques et démographiques. 

Ainsi, sur les réseaux sociaux de votre entreprise, vos abonnés sont-ils plutôt des hommes ou des jeunes ? dans quelle tranche d’âge ? où vivent-ils ? quels sont leurs centres d’intérêts ? Ce sont également des informations que vous pouvez récolter lors de ventes, ou dans des questionnaires clients. N’hésitez pas également à discuter avec eux : comment ont-ils trouvé votre entreprise ? quels étaient leurs besoins ? avaient-ils des freins avant d’acheter ? qu’est-ce qui les a convaincu ? apprécient-ils vos produits ou vos services ?
Ces données statistiques vont vous aider à créer vos personas

Notre checklist : créer un persona

Ce travail de définition de persona va vous permettre d’attirer les bons visiteurs sur le web et à les faire progresser dans votre entonnoir de conversion, jusqu’à ce qu’ils deviennent clients. Nous espérons que cette checklist vous aidera à créer vos personas !

Besoin de vous faire accompagner ? De plus d’informations sur nos prestations ? 

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