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So let's use skinny meat tea, for example.
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Here at S M T, our buyer personas fall
into three different categories and
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are based on both our understanding
of who our target market is and real
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data about our existing customers.
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They share the common
goal of self-improvement.
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Some of their pain points might include
wanting to lose weight faster, safer, or
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more effectively while spanning across
different demographics and psychographics.
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So let's break these down into three
customer personas, the detox ox repeater,
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the day-to-day, and the pre inventor.
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So first up, let's look at
the detox retox repeater.
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Let's call her Madison
or Maddie for short.
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Maddie's the kind of girl who
wants to have her cake and eat it
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too, and she lives by the mantra.
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Treat yourself.
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She wants to be fit and healthy and
look like those influencer girls.
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She follows on Instagram.
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That make her more than a little
bit self-conscious, but she also
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doesn't wanna give up her pizza
nights with the girls or iced coffees.
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Maddie could be aged anywhere between
18 and 28, so she's still finding
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her feed and adult life a little.
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She might exercise casually like the
odd gym workout Pilates class, or walk
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around the park with her girlfriends
in somewhat overpriced activewear.
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That's gonna motivate her to
work out more, so it's worth it.
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She knows she needs to learn to love
the skin she's in, but she still
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finds herself comparing herself
to others on a day-to-day basis.
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She lives relatively paycheck to
paycheck and isn't a big saver.
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One day she knows she'll need to
grow up and get a little more serious
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about her health, but that day falls
somewhere closer to some day, and
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definitely by the time she's 30.
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She's just finished her arts degree
at uni and now she's working a
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nine to five job at an agency and
does a little bit of everything.
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She loves talking about the latest
reality tv, gossip in the office, kitchen,
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maybe even over a cup of Skinny Met Tea.
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She loves a Girl's Night Out, a
relatable meme about the struggles
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of being an adult and how most
guys are just seriously jerks.
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She doesn't mind being a little basic at
times, but she also has goals and stuff.
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So watch this space.
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Now let's move on to Grace.
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Our day-to-day.
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Grace has learnt that fad diets don't
work, and she was pretty cynical of
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skinny meat tea until Kate from PR
said that it worked well for her.
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So she gave it a go, and now she
cleanses seasonally a few times a year.
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She prefers the word cleanse
to detox and definitely doesn't
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like the word skinny in our name.
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But it does the job,
so she does it anyway.
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To that end, she wouldn't drink
her tea openly in the office.
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It's more of a before or
after work kind of thing.
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But if a girlfriend asks her for
her honest advice, she's more than
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happy to share her experiences, which
have been, for the most part, good.
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She definitely wouldn't post her
tea to social media because she
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doesn't need to broadcast her
entire life to everyone anymore.
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She understands the importance of
separating the personal and the
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professional of boundaries and of balance.
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Grace is anywhere from 29 to 39 old
enough to know that health isn't a
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quick fix, but she knows that sometimes
she needs an extra helping hand
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along the way to get back on track.
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She's aware that she doesn't have
the same body she had when she was
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a teenager and knows health should
be preventative, not reactive.
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She's thinking of having kids once
she marries a partner of three years,
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ed, when she turns 40, she'll have her
life very much together and won't even
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need the occasional detox anymore.
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And finally we have Sophie, the pre
inventor, who could be anywhere between
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18 and 39 and only has a month or even
a week to get ready for a big event.
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Maybe it's a friend's wedding, her
birthday party, or a bikini holiday
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that she needs to get results
and she needs to get them fast.
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She wants to detox de bloat
and fit into that dress.
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She's only thinking in the near future.
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This isn't a part of her day-to-day life.
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So there we have it, Maddie, grace
and Sophie, our three buyer personas.
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Now let's move on to some less
in-depth examples across some
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brands in different niches.
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When it came time to shape our
customer personas at the fifth,
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they were very much shaped around
the intersection of our customer's
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fashion and lifestyle interests.
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So the first persona is the
aspirational, motivated, driven
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buyer, the enjoys high-end fashion.
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For example, our rose gold detailing
and our New York classic range.
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The second is the wanderer or adventurer
that enjoys more functional fashion to
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take with them wherever their day goes.
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They enjoy the fact that our watches
are water resistant and our Baja
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range comes with a silicon strap.
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And the third is the casual relaxed
buyer, but enjoys a more paired down look.
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For example, our Melbourne minimal range.
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Now let's move on to an example
from Taylor, a board short
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company that I was advising.
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Our first persona was a
younger, more active customer
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who we called the beach bod.
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Our second was the older demographic,
which we called the dad bod.
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You may wanna come out with some fun names
like this to characterize your personas.
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These are broken down in far more detail
in the Taylor brand strategy document
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that's in the resources of this lesson.
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It sometimes helps if you can think
of somebody who you know that's
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that age who would buy a product.
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For example, I know that my friend
Mike would purchase the product
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and he's at the dad bod age.
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He's got a little girl, he
works for a marketing company.
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He's low thirties male, with a slightly
higher than normal income bracket.
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He's located in Melbourne, Australia.
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He's well educated and he
has strong family values.
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His goals and challenges are
that he likes to stay fit, but he
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still wants to be the cool guy.
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He posts pictures of his
unused surfboard on Instagram.
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He's maybe getting a little older in.
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His priorities have shifted a bit,
so you can imagine how you'd talk
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to him to market your product.
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And finally, let's touch on our customer
personas for our reusable straw concept.
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So let's say we're wanting to
target people predominantly based
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in the US due to our initial
messaging around 500 million straws
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being used in the US every day.
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They could be aged between 25 and
34, and they could be young adults
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wanting to take more responsibility
for maintaining our shared environment
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for future generations so that at
least somewhat value the environment,
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or at least wanna look like they do.
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And they like feeling a part of
something bigger than themselves,
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as they feel as though together
they could make a difference.
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So the two main personas I'd break
these down into would be the true
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environmentalist and the virtue
signaler, our true environmentalist.
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Let's call him Todd, truly cares about
the environment and his impact on it.
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For Todd, the straw is a
symbol of hope and change.
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He wants to protect our shared
environment for future generations
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and feels physically sick about issues
like climate change and creating
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excess waste from our post-industrial
selfish hedonistic lifestyles.
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He acts as such and
already has a cape Cut.
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Or takes a mug from home with him whenever
he gets a takeaway coffee and he's
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very active around the office in making
sure that people use the recycling bin.
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He even convinced the design studio
he works for to get a compost bin.
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He doesn't eat meat often, but
he's not entirely vegan because
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he used to be iron deficient.
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Todd needs to be sure that the straw
is manufactured ethically and asks
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if will have ever contributed to an
environmentally conscious charity and what
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we're planning on doing for Earth Hour.
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As a brand, we wanna appeal to
Todd's conscience and fears for
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the planet and talk bigger picture
on the problem that we're solving.
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So as you can see, we can even start
to come up with the kinds of frequently
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asked questions or key messaging areas
that'll appeal to each customer persona.
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Then we have Susie, our Virtue Signaler,
and what I mean by virtue signaler here
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are people that publicly express opinions
or sentiments intended to demonstrate
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their good character or moral correctness
of their position on a particular issue.
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For Susie, the straw is a symbol of
what a good person she really is.
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Susie gets that straws are
bad for the environment.
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She's just not exactly sure how that won't
stop her from proudly carrying around her
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rose gold straw in her handbag, wherever
she goes, and using any opportunity
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to whip it out and talk about it.
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It's saving the ocean because
of something to do with fish and
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plastic, and she loves dolphins.
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Suzy's just as concerned, if not more,
with what her straw looks like rather
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than the social good it's doing.
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But she still loves feeling a part
of the community of people driven to
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saving the planet one straw at a time.
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As a brand, we wanna appeal to
Suzy's ego and for design, and we're
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gonna be a lot more product based,
our marketing approach to her guys.
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I think my cynical side might be coming
out a little here, but I'd want people
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to know that, to be entirely honest,
from a scale of Todd to Susie, I'd
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probably sit somewhere in the middle.
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So as you can see, personas can be
written a little like personal narratives.
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Just try to build the elements from
our customer persona canvases in,
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or write your own customer story and
then use that to fill out the canvas.
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So as an action item for this
lesson, I want you to fill out
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two to three different customer
persona canvases for your brand.
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You'll find these in the workbook and
in the resources section you'll find
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some sample customer personas from
a start and scale student, Jen from
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Zen Body, as well as some really well
mapped out buyer personas we created
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with Love and Money for Taylor, the
board short company that we're advising.
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So please, if you're proud of the
personas that you've created, do share
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them with our Facebook community.
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Other students find examples
like this really helpful when
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thinking about their own brands.
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You can remember here, it's fine for your
personas to change over time once you
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receive more actual customer data, but
for now, let's do the best that we can.
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So, like I said, I'd love you to fill out
at least one customer persona canvas, but
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even better would be two or three, and to
make them transitional or oppositional, if
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you're going to do two personas, you might
wanna make them transitional by age, like
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my skinny me tea examples or oppositional
like in the case of our straw.
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An example could be if you filled
out one customer persona for a
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male and you know that you have a
female demographic, then definitely
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fill one out for a female as well.
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If you filled out one for a
millennial, you might also wanna
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fill out one for somebody older.
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If you get stuck, do some research
online or ask in the Facebook group.
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Alternatively, you can survey people
who have shown interest in your
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target audience and create a persona
off the back of their answers.
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So to recap, you need to define
your target market by completing
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a customer persona canvas.
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Be as detailed as possible, and
then try to come up with personas
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that represent different segments
of your customer base or audience.
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Later on when you work on your
marketing and messaging, this is
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going to be who you'll be talking to.
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So go through and fill out two to
three customer persona canvases now,
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and I'll see you in the next lesson.
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So,
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