<aside> 🎯 Please use this tool in fullscreen view to allow the columns to layer properly.

</aside>

No one sells to companies. Everyone, even B2B (Business-to-Business) sellers sell to people.

Part of planning to win is thinking about the pains, gains, and motivations of your customer or hiring manager well before you make contact.

The purpose of this Tool is to give you a framework for creating customer personas to use in your planning phase.

The benefit is that before you approach your potential customer or boss to help them make progress, you will have an idea of what is important to them, and you will be able to tailor your approach according to what they need/want.

Please take the next 15 minutes to follow the below steps:

1. List your potential Personas ie., hiring manager, peers, instructor, coach or club president, etc.,

2. Reflect on the day-to-day decisions your persona makes, and list what you already know about them.

3. What are items you should find out either in your research or by asking a connecting question?

Customer Personas

Customer Persona

Assistant Manager

Customer Persona

Intern

Customer Persona

Financial Advisor for a Department

What I Know

• This job is for long time employees
• Right now, this person works as a head of their department
• They have shown organization

What I Know

• They would like to work at the company in the future
• They have all necessary academic credentials
• They have new ideas because they are younger

What I Know

• They have been a financial advisor before
• They understand how our business works
• They want this job as a growth opportunity

What To Find Out

• Do they feel confidant managing many groups?
• Do they have any favoritism toward one department?
• Do they have a positive and encouraging personality?

What To Find Out

• Do they understand the business?
• Do they have confidence in their abilities?
• Are they willing to accept their mistakes?

What To Find Out

• Do they have the best goals for the company?
• Will they listen to advice from others?
• Do they plan on working hard even though this is not a permanent position?

Example: Customer Persona

Hiring Manager for Summer Internship: Jerrod, Washington Post