Recession Fear: Information Boom

The time when people are worried about recession is the time to focus on the buyer; when people are worried about money is the best time to understand what drives them.  This is also the perfect moment to create buyer personas.  If you are a B2B company, your customers’ tight budgets result either in buying freezes or in more complex buying processes and longer cycles.  This is the time to learn about those buyers’ pressure points.  This is also the time to create buyer personas and customer ecosystems depicting those pivotal issues.  If you can communicate the goals, frustrations, and complex processes of buyers during a time fraught with recession fears, you will likely generate truly useful insights about how to talk to them and satisfy their needs, now and in more prosperous times. 

 

If you aren’t sure how to go about the process of developing buyer personas, Goal Centric is offering Buyer Persona Creation Workshops around the country, with the first one near the San Francisco Airport on July 28 & 29, 2008.  I hope to see you there.