If you are an industrial manufacturer, understanding your buyers is the cornerstone of any effective marketing strategy. And we are talking about buyers, plural, because purchases of industrial products are made by buying committees, not by individuals. To succeed as an industrial manufacturer, you must understand industrial buyers.

At RH Blake, we specialize in crafting detailed and accurate buyer personas that help industrial manufacturers connect with their ideal customers more effectively. Buyers of industrial products, after all, tend to have three things in common:

1. They are engineers who are immune to marketing-speak,
2. They are risk-averse, often operating in highly regulated industries, and
3. They are notoriously hard to reach.

Why Manufacturer Buyer Personas are Unique

Manufacturer buyer personas are unique for a number of reasons:

• Complex decision-making process: The purchasing process often involves multiple stakeholders, including engineers, procurement officers, and top executives—often with competing interests. Their decisions are rarely made quickly, or lightly. The sales process is typically long and complex, and the purchase price is typically in the tens of millions of dollars.
• Industry-specific needs: Buyers in the industrial sector prioritize regulatory compliance, sustainability, integration, cyber security, overall equipment effectiveness and more, making their needs more specific and demanding.
• Product knowledge and expertise: Industrial buyers often have a high level of technical understanding, and seek detailed product information and specifications.
• Long-term relationships: Trust and long-term partnerships are highly valued, as industrial products often require ongoing support and maintenance.

Our Unique Persona Development Process

Step 1: Initial consultation

At RH Blake, we begin by understanding your business, goals, products and services, target markets, marketplace differentiators. This involves gathering preliminary data, including existing customer information, market research, and insights from your sales team. This foundational step ensures we start on the right path.

Step 2: Stakeholder interviews

We conduct in-depth Voice of Customer interviews with both internal and external stakeholders. Internally, we gather insights from your sales, marketing, and customer-service teams to understand common customer interactions and challenges. Externally, we speak with your existing customers to gain a firsthand understanding of their roles, responsibilities, pain points, decision-making processes, and expectations. We pay particular attention to compelling events that trigger their search for a solution like yours.

Step 3: Data analysis

Our data analysis phase includes both qualitative and quantitative methods. We analyze interview transcripts to identify common themes and review CRM data, website analytics, and sales data to spot trends and patterns. This dual approach ensures a comprehensive understanding of your buyers.

Step 4: Persona segmentation

We then segment your buyers into key groups based on similar characteristics and needs. For each segment, we develop detailed personas that include demographics, job roles, challenges, goals, and preferred communication channels. These personas provide a clear picture of your ideal buyer.

Step 5: Validation and refinement

We present the developed personas to you for feedback and refinement. This collaborative step ensures that your buyer personas accurately reflect your customer base and incorporate your insights. We make any necessary adjustments based on your feedback to ensure precision.

Step 6: Implementation and use

Once validated, we integrate these buyer personas into your marketing strategy. This involves tailoring your marketing messages, content, and campaigns to align with the specific needs and preferences of each persona. Additionally, we recommend regular reviews and updates to keep your personas relevant as market conditions, technology, competing solutions and customer behaviors evolve.

Ready to Reach the Right Buyers?

RH Blake’s approach to developing buyer personas is tailored specifically for industrial manufacturers. By understanding the unique aspects of your buyers and creating detailed personas, we help you connect with your ideal customers more effectively.

By partnering with RH Blake, you ensure that your marketing efforts are not only reaching, but all resonating with, the right audience. Let us help you navigate the complexities of the industrial market to achieve your business goals.

Contact us today for a consultation, and take the first step toward a more targeted and successful marketing strategy.