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Buyer persona: herramienta clave en la estrategia de mercadeo

| Miércoles 14 de Diciembre, 2022

Todo producto o servicio va dirigido a un público en específico, se crea pensando siempre en quién lo necesitará, por ello, es vital conocer bien a ese cliente, sus gustos y características, de ahí la importancia del buyer persona.

“Cuando se habla de un buyer persona, lo que se busca es lograr identificar al consumidor ideal de nuestro producto o servicio, ir tan profundamente en ese conocimiento de características comunes que se alcance una descripción abstracta, con base en datos cualitativos y cuantitativos”, expresó Jonathan Monge, director de la Escuela de Comunicación y Diseño de la Universidad Americana.

Esta herramienta proporciona información acerca de la audiencia y su implementación permite entre otras cosas orientar el desarrollo de nuevos productos o servicios, determinar los mejores canales de comunicación o estrategias de mercadeo, incluso mejorar los procesos de servicio en puntos venta o de seguimiento y fidelización de los clientes.

Cómo se hace

El paso a paso dependerá mucho de la organización y de los recursos que tenga, sin embargo, de acuerdo con el sitio IMF.Formación, es necesario establecer un nombre, edad y género.

También tomar en cuenta aspectos como trabajo, lugar de trabajo, nivel de ingresos, país donde reside, estado civil, tiene o no hijos y su comportamiento como consumidor.

Además, hay que tener claros los objetivos de nuestra audiencia: qué es importante para ellos, cuáles son sus metas, sueños, aspiraciones profesionales, entre otros.

La recopilación de datos proviene de diversas fuentes, pueden ser datos de clientes actuales, mediante entrevistas, focus group, observación o cuestionarios, datos del departamento de ventas, de las métricas de redes sociales, etc.

Monge asegura que un paso importante es visualizar al consumidor, darle nombre (ficticio), hacerlo cercano, incluso se puede utilizar un avatar, esto facilita los debates internos mientras se construye el buyer persona.

 

 

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