Understand Your Buyer > Selling Communication Basics > Client Avatar
What is it?
The Client Avatar is all about having an understanding of who your target buyer(s) are and what they look like.
Why does it work?
It works because it helps you to focus your messaging and your efforts to find the right buyers for your offering. You may have multiple buyer types for each part of your offering and understanding this, combined with the trigger point which causes them to act, puts you in the best place to succeed in your communications.
How can you use it?
Look at every part of your offering and then consider the existing clients that have already bought, as well as detailing who would need your offering.
Consider factors such as age, location, gender, budget and any other specifics that could help you pick out these people in a crowd. For business to business offerings consider the size of company, industry and the specific business need that necessitates what you offer.
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