Search by keywords:
Search resources by: Competency
Content Format


Not a member? Sample unlocked content here.

Topics Covered: <a href='/resources/search/?query=Sales Strategy'>Sales Strategy</a> | <a href='/resources/search/?query=Sales'>Sales</a> | <a href='/resources/search/?query=Marketing'>Marketing</a>
Sales Strategy
Apr 18, 2016 | David Meerman Scott lock

Most marketers make stuff up. They sit in nice comfortable offices, imagining what interests buyers and then create “copy” and “campaigns” typically with the help of equally clueless agencies.

But as I’ve said numerous times on this blog, my books and live presentation that the more you know about buyers, the better aligned your marketing and sales becomes. The strategy of buyer persona research combined with journey mapping is an incredibly powerful way to rise above the competition.

At a recent presentation, I met with Paul Mlodzik, Vice President, Marketing and Communications at The Co-operators Group Limited and learned how he has implemented buyer personas and journey mapping. Indeed, The Co-operators is among the very best examples of marketing strategy based on understanding buyers I’ve ever seen.

This blog post explains how the Co-operators Group implemented buyer personas and later this week, I’ll publish a follow-up on how they use journey mapping.

Understanding buyers are the key to marketing success

The Co-operators Group Limited is a Canadian-owned co-operative with more than $40 billion in assets under administration. Through its group of companies, it offers home, auto, life, group, travel, commercial and farm insurance, as well as investment products. The company sells to people from all ages and backgrounds and is both a B2C and B2B marketer.

The first step involved pinpointing several buyer personas, followed by interviewing representatives of each group.

“It took five or six months to get through all of this because you really do need to sit down with a lot of people,” Paul told me. “We would interview them on the phone to figure out what are the common characteristics of the things that they’re saying. We generated a very large database of actual verbatim quotes to see how people are thinking and the type of words that they’re using.”

This kind of personal telephone or in-person research is time-consuming, but when completed well it yields critical information. To help with the process, Paul and his team worked with Forrester Research.

“When we came out with the group of personas, we had a whole vocabulary around each persona about the types of things that they would say,” Paul says. “We learned about technology use, how they live, where they live, who they ask for advice and how they go about interacting with different types of products and services, not just in our market but in general, and then specifically in our market.”

Name each persona, to give them life

To ensure that Paul and his team are entirely dialed into each persona, they named each and then created very detailed profiles used by the team to create their marketing strategies. To ensure others in the company are aware of these personas, they created posters out of them, which are located around the company offices.

Maria, whose short buyer persona profile is below, is an example of the sort of detailed information that Paul and the team learned by speaking with many people who are representatives of the persona. They have also created an interactive persona exhibit which will be touring offices across the company.

“By actually doing the work and doing it properly from a research-based perspective, you get a tremendous sense of confidence about things,” Paul says. “I really like the fact that I was surprised by some of the things we learned. As a marketing veteran, you think you know about buyers. But I like being surprised because it gives me something else to work with. It gives me a hole to plug. It gives me a new need to go after.”

The confidence that Paul and the team developed through research means that he can focus on the most significant strategies and tactics. It gets them away from the “list marketing” that several people do when they are unclear about the most effective way to reach buyers.

“We’re doing less things but each more intensely,” Paul says of how he does marketing now vs. before the research. “We have found we’re doing less activity and getting more results.”

This process further assists in aligning marketing staff with the proper roles. “As a result of doing this work, you end up freeing up headcount,” Paul says. “Instead of replacing people in roles that become empty, we produced diverse roles with different areas to focus on based on what we discovered during the persona process. It has changed the way that we do business.”

About the Author: 

David Meerman Scott is an internationally acclaimed strategist, whose books and blog are must­reads for professionals seeking to generate attention in ways that grow their business. 

Scott’s advice and insights help people, products and organizations stand out, get noticed and capture hearts and minds. 

Scott serves as an advisor to select emerging companies who are working to transform their industries by delivering disruptive products and services and is also a world renowned public speaker.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

This content is exclusive for CPSA members

Become a Member

Already a member? Login to see full the article.

About the author:

Related Resources