No this Title is not a typo … 😀
As a founder, you can get in the head (& heart) of your ideal buyer twice, but only if you do it in the right order …..
Here's the method to the madness (of the title)
As a function of influence, you need to get in the head (& heart) of your ideal buyer, so you are top of mind and you have earned their trust.
But before that ...
As a function of empathy, you need to get in the head (& heart) of your ideal buyer, so you understand their aspirations and their constraints.
So the first time you get in the head of your buyer you are there to observe, listen, learn and empathise. The second time you get in their head you are there to influence, earn trust and be top of mind.
A critical lever for growth is your communication in all its forms including for:
By ‘getting in the head of your buyer, before you get in the head of your buyer’ your communications will be:
Do this in the right order and your communication efforts will land on target and be considered as ‘speaking to them’, while if you do this in the opposite order your communication efforts result in being considered ‘noise’, ‘pushy’ or ‘spammy’.
Also, by having this clear you are helping your colleagues and external service providers execute better in their various functions such as:
Fundamentally before you start (or continue) broadcasting you want to understand and map:
Here we are trying to get as detailed as possible about our ideal buyer's persona, here are some things to discover and document:
If we assume our buyers go through stages of consciousness and intent in their buying journey...
starting with being ‘unaware they have a problem/need’ and ending with ‘they commit to a purchase’...
Then we want to understand for each stage:
An example of The Stages of a Buyer’s Journey:
Tech Founders Talk Business with #SidneyFromSydney