Anyone who has shared content on Twitter will have noticed that sharing certain kinds of information attracts followers like a flower attracts bees – or, in some or many cases, like dung attracts flies.
Content and the (un)intended audience
The thing about the followers you attract in this way is that they’re often a lot like you. They share your interests. But if your aim is to attract people who might one day buy something from you, you need to share information that’s not necessarily the kind of stuff you’re personally, or even professionally, interested in.
For business purposes you need to share content that your potential customers are interested in – which also relates to something they could buy from you.
What’s the right content for your potential customer? The correct answer is:
Who is your customer?
Don’t get me wrong: your customers may be people just like you. Suppose you’re a parent. You run into the fact that a lot of kids’ clothes just aren’t practical or fashionable enough. You design items that are (of course!) wayyy better than the rest and start trying to sell them to… To people like you. To parents who are dissatisfied with the clothes already available.
Then again, you may need to attract people completely different from you. This is where buyer personas come in. Well, nearly…
Analyzing your current audience
Suppose you analyze your audience, such as it is today. That analysis doesn’t necessarily yield an overview of potential buyers. What it does give you is some idea of the groups that are interested in whatever you say – or don’t say.
In the case of a company website, you might review your e-mail list and find:
- your competitors eagerly following what you do, so they can copy the things you’re doing right and do everything you’re not doing.
- smaller businesses relying on you for dependable information, which they use to serve their customers.
- a host of people hiding behind Gmail and the like, which might be competitors, or potential customers… hard to tell.
- your (potential) customers.
Now a mix of all of these groups is normal. It doesn’t hurt to have competitors watch you. If they don’t, it may mean you’re not interesting. Your competitors aren’t stupid. If they were, they’d be out of business.
If you have a host of competitors and very few potential customers, it’s a different game. You need to change the content you’re publishing. But change it into what?
Describing your customers?
Buyer personas are basically a detailed description of a couple of very different (potential) customers for your products or services.
How much detail should you put into a buyer persona? There are plenty of sources that’ll tell you what data you need, but there are many ways to Rome:
Way back in my time as an art history student, I wrote quality descriptions of the 200 paintings and drawings I listed for my thesis. The question “Why?” will need to wait for the right blog post, but something remarkable happened after I finished my thesis, which contained all of my descriptions. Two fellow students ran into a drawing which they were able to identify with absolute certainty using my description. This drawing had actually been called lost or destroyed by earlier sources.
This is the kind of description you need for each type of (potential) customers if you want to increase your ability to share content that will attract them. You need to add the kind of detail that allows your sales people to recognize their real flesh-and-blood customers immediately. Without that kind of information about your customers, you’re basically relying on educated guesses. Which may work, if your guesses are well-educated 😉