such as brochure or Web site design. Because you know that Bill is over 40 and wears glasses, youÆll make sure that the font is big enough for him to read easily. And because you know heÆs time-pressed, youÆll break down key messages into bullet points he can scan quickly. Helen, your customerÆs sales director surrogate, meanwhile, will respond to an offer that speaks to her needs. She might raise her hand to a half-day seminar on ôconvincing your CEO and CFO to invest in CRM.ö She might also request a white paper on ôHow to get salespeople to use your new CRM system.ö Because sheÆs younger and has upscale tastes, sheÆd probably attend a lunch seminar at the hot new bistro in town. SheÆs also more likely to notice an ad or seminar invitation or other promotional materials that are designed in a modern and colorful manner. Granted, Bill and Helen are composite characters, not real people. But referring to them as you formulate and execute your messages can make your marketing more effective. And it can prevent your promotions from becoming too generic to be noticed. Performed correctly, your persona-based decisions will stop being about ôI thinkö and start being about ôwhat would our customer or prospect think?ö How do you get started? 1. Convene a group of employees who interact with your customers and prospects. Bring in lunch and a white board and ask them to help you build a persona for each of your target customers. 2. Start by describing the customerÆs role in their company: CEO, CIO, CFO, COO, sales manager, purchasing agent, user, and any other important influencers. 3. Next describe the kind of company they work for. What industry is it in? How big is it? How up-to-date is it? Does it have a lot of competition? 4. Then describe the person and their behavior: Give each persona a name, a title, an age, and describe how he or she looks. How does he dress? What kind of car does she drive? What does he do in his free time? What kind of educational background does she have? 5. Flesh out as many attributes as you need to give a full, rounded picture of who this person is. Then, turn to your personaÆs problems and goals. 6. Think about what does this personÆs daily calendar look like? What are his or her most pressing concerns? What product or service attributes would be most helpful in solving this personÆs problems? Is he or she looking to roll up 20 databases into one, getting ready for an IPO, dealing with
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
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PPPPPCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
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Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
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HeCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
wasCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
alsoCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
aCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
beekeeperCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
soCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
heCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
triedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
hisCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
handCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
atCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
usingCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
beesCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
waxCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
toCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
createCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
candlesCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
HeCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
workedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
hardCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
toCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
createCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
aCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
formulaCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
thatCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
workedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
wellCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
TheCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
formulaCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
combinedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
withCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
hisCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
outstandingCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
artisticCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
abilityCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
leadCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
toCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
birthCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
ofCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
AjelloCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
CandleCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
CompanyCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
InCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
1785Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
companyCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
earnedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
honorCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
ofCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
creatingCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
allCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
candlesCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
forCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
VaticanCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
HeCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
andCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
hisCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
wifeCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
ranCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
businessCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
keepingCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theirCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
childrenCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
involvedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
inCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
processesCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
fromCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
anCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
earlyCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
ageCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
AsCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
timeCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
wentCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
onCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theirCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
childrenCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
andCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
grandchildrenCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
keptCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
businessCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
runningCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
asCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
wellCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
asCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
passedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
familyCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
businessCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
onCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
toCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theirCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
childrenCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
ByCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
1862Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
companyCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
hadCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
establishedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
itselfCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
asCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
aCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
leaderCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
amongCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
theCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
candleCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
makingCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
industryCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
TheyCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
hadCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
alsoCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
addedCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
perfumesCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
andCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
manyCatherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Catherine of Austria (–) Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession.
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