BUYER PERSONA

WORKBOOK
Target Your Audience in a
More Relevant, Personalized Way
Customer Persona:
A fictional person, rooted in research, that represents the needs and interests of the main types of customers in your audience.

Hint - Learn more about personas on the Hatchbuck blog:

http://www.hatchbuck.com/blog/simple-introduction-personas/
Step 1: Craft an Identity
Find out who your persona is and give them a backstory. Ask:
• What is their name?
• What generation are they from?
• What is their home life like?
• What is their level of education?
Joe the single twenty-something is going to have different motivations than Mary the 40-something
divorcée with 2.5 kids.
 Sample Persona: Greg the General Contractor

Identity Day in the Life

Greg is a college graduate who is married with 2 kids, lives in
the suburbs and drives an SUV. He is very involved in his local
community and works long hours. It doesn’t leave much time
to hang out with his family.
Age
46

Years on the Job Biggest Challenges Motivation

23
Step 2: A Day-in-the-Life
Think about the routines and processes your persona embarks upon every day. Ask questions like:

• Where do they go every day? • What is the best way to reach them?
• How do they communicate? • What personality characteristics do they possess?
• What is their role? • What is their environment like?
• How do they work?
 Sample Persona: Greg the General Contractor

Identity Day in the Life

Greg is a college graduate who is married with 2 kids, lives in
the suburbs and drives an SUV. He is very involved in his local
community and works long hours. It doesn’t leave much time to
hang out with his family.
Age
46
As owner, Greg wears many hats each day from running the
operations of his business to business development. He is on
the go a lot, and can be found out in the field or on the golf
course just as often as he is in the office.

Years on the Job Biggest Challenges Motivation

23
Step 3: Uncover Pain-Points
Think about the challenges your persona faces and use insights about the daily achievements, struggles, and processes of your persona to
uncover what motivates them.
• What problems does your persona have?
• Where do their obstacles intersect with your expertise?
• What specific challenges can you help them overcome?
 Sample Persona: Greg the General Contractor

Identity Day in the Life

Greg is a college graduate who is married with 2 kids, lives in
the suburbs and drives an SUV. He is very involved in his local
community and works long hours. It doesn’t leave much time to
hang out with his family.
Age
46
As owner, Greg wears many hats each day from running the
operations of his business to business development. He is on
the go a lot, and can be found out in the field or on the golf
course just as often as he is in the office.

Years on the Job Biggest Challenges Motivation

23 • Balancing operations with business development • Wants bigger contracts
• Keeping up with the latest technology • Hopes to grow his business
• Finding talented tradesmen • Dreams of passing his business down to his kids
• Wishes he could spend more time with his family
Step 4: Validate with Research
Continue to revisit your personas and help them evolve as you discover more about their real-life counterparts.
• Meet with customers in person
• Create places for feedback at your brick and mortar location
• Send out quarterly surveys with tools like Surveygizmo or Survey Monkey
Persona Worksheets
Download this workbook and use the following worksheets to create your own personas.
 Identity Day in the Life

Age

Years on the Job Biggest Challenges Motivation

 Identity Day in the Life

Age

Years on the Job Biggest Challenges Motivation

 Identity Day in the Life

Age

Years on the Job Biggest Challenges Motivation

 About Hatchbuck
Simple, yet elegantly intelligent, Hatchbuck is sales & marketing software
that automates your sales and marketing efforts overnight. Turn emails
into conversations, website visitors into handshakes, and customers into
raving fans. It’s time to grow.
www.hatchbuck.com