Latest From The IM Blog

by Bobby Tsui on 23rd November 2016

In the last 6 videos, we went over why buying insight helps you reach your ideal client, the 5 types of insights that serve as the foundation of how you’ll reach your ideal client, who we need to talk to figure these insights out, how you can set up interviews with your past clients to […]

In the last 6 videos, we went over why buying insight helps you reach your ideal client, the 5 types of insights that serve as the foundation of how you'll reach your ideal client, who we need to talk to figure these insights out, how you can set up interviews with your past clients to get the insight you need, some tips on what you need to be doing during your interview, a framework from which you can use to gain insights from your buyers, and in today's video we'll be discussing what to do with the data you collected.

First of all, you want to reflect on the interview you just conducted.

Take some time to debrief after the interview and consider the questions:

  1. What new insight did you learn?
  2. What else can you explore for the next interview?

Now here's what to do with each interview you conduct:

Once you complete 6-8 interviews, you are ready to build your personas. Your research should never end, though. Make it a point to conduct an interview every month to keep your findings sharp as you grow your company.

Transcribe your interviews and highlight the quotes that contain certain insights, inserting a comment to note which of the 5 rings of insights the quote supports.

You should have the buyer’s words or quotes documented in an excel spreadsheet with tabs for each of the 5 buyer insights. Don’t think too hard about this. Just gather your key thoughts surrounding the quotes you identified for the related insight.

Congratulations! Now you can leverage the 5 insights you collected about your buyer persona. You'll be able to improve your capabilities at each of the 5 stages in your ideal client's buying process and attract your ideal clients to you like moths to a flame.

If you want to learn more about taking this to the next level, you can apply for a strategy session with me where I’ll help you map out your findings into a plan that can help you generate leads.

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