It isn’t uncommon for small business owners to shy away from defining their target market, believing their product or service appeals to everyone. Unfortunately, a poorly defined target market often causes a myriad of headaches—from poorly optimized content to wasted marketing dollars, misunderstanding your core audience can make a dramatic impact on your business’ success. One simple solution is to build a detailed buyer persona, which you can use to direct your marketing efforts.

What Exactly is a Buyer Persona?

Buyer personas are fictionalized representations of your ideal customers. Who is most likely to patronize your restaurant, purchase your beverage, or repeatedly visit your website? Perhaps “Bob” is your buyer persona, a retiree with a taste for the finer things in life. Do you run a family-friendly diner with a wide array of dishes that appeal to kids and adults alike? You may be catering to “Megan,” a busy soccer mom looking for options when she’s too tired to cook.

Of course, it’s not enough to simply give your fictionalized buyer a name. You want to understand what makes him or her tick. What are the needs of your customer? What are his or her hobbies, passions, and habits? The more closely you can define your buyer persona, the more effective this tool ultimately proves.

How to Use Your Buyer Persona

After carefully constructing your personas, you can think more intentionally about the best way to market and advertise your business. What magazines does “Megan” read, and what sort of topics interest “Bob” online? You can use this information to better target potential customers.

Buyer personas also prove useful when segmenting your market into various buckets. Retiree “Bob” may want to visit your restaurant with his wife for a romantic evening out while successful businesswoman “Sarah” needs a place to hold meetings with her clients. By segmenting your market into multiple personas, you can tailor your communications to fit the mold of your buyers. The ads, digital content, and interactions you direct towards each persona will vary based on the profile of the customer.

Research Makes Perfect

You may be familiar with the expression, “practice makes perfect,” but in marketing, research is the path to perfection. Don’t simply guess what your ideal customers are looking for—instead, work to tweak your personas by continually investing in market research.

This process doesn’t need to be overwhelming. Instead, listen to customer feedback and take the time to ask specific questions. Start conversations with your customers and ask specific questions to get a better understanding for the needs and wants of your buyer.

Buyer personas hold plenty of potential for businesses struggling to gain marketing traction. By carefully researching your market, defining target segments, and working to shape your initiatives to fit the needs of your personas, you’ll maximize earning potential and protect your bottom line. It may sound simple at first, but you’ll find yourself surprised at just how effective this fundamental marketing technique can be.