Part 2: Audience First – How to Create Buyer Personas That Practically Pull in Leads

Shalena Ward
Jul 26
3 min read

If you’re trying to generate leads without first understanding who you’re trying to attract, you’re basically shouting into a void. The best marketing isn’t about reaching everyone—it’s about connecting with the right people at the right time with the right message.

That’s why step two in your lead generation mastery journey is all about building magnetic buyer personas. These detailed customer profiles help you understand your audience’s behaviors, pain points, desires, and decision-making process, so your marketing speaks directly to them.

Let’s dive into how to create buyer personas that practically pull in leads on autopilot.

What Is a Buyer Persona (and Why It Matters)

A buyer persona is a semi-fictional representation of your ideal customer based on real data, market research, and educated assumptions.

Instead of guessing what your audience wants, buyer personas help you get inside their heads and answer questions like:

What do they want most right now?
What keeps them up at night?
Where do they spend their time online?
What content do they actually care about?
What triggers them to make a purchase decision?

Once you have these answers, every piece of marketing content—from your blog posts to lead magnets, landing pages, emails, and ads—becomes sharper, stronger, and more effective.

Real Talk: Why Most Businesses Get This Wrong

Too many businesses rely on assumptions like “My audience is women aged 25–55.” That’s a demographic—not a persona.

Let’s be clear:

“Women aged 25–55” could mean a 26-year-old single grad student or a 53-year-old mom of four. Different needs. Different budgets. Different buying behavior.

A true persona goes deeper. It defines the mindset, lifestyle, challenges, and motivations of your ideal client or customer.

How to Build a Buyer Persona That Attracts

High-Quality Leads

Here’s a step-by-step breakdown of what to include in a compelling buyer persona

1. Give Them a Name

Give your persona a name so your team can easily reference them.

Example: “Boss Babe Brittany” or “Nonprofit Nick”

2. Demographics

Include age, gender, income, location, marital status, education, and profession.

📌 Example: Brittany is a 32-year-old entrepreneur in Atlanta who runs a 6-figure digital boutique and shops online weekly.

3. Goals and Aspirations

What does your ideal client want to achieve?

Grow their business?
Get healthier?
Save time and energy?

4. Challenges and Pain Points

What’s frustrating them right now?

No time to market their business?
Losing leads because their website doesn’t convert?
Struggling with consistency?

This section is gold for crafting lead magnets, email subject lines, and ad copy.

5. Buying Behavior

What triggers them to buy?

Reviews or social proof?
Limited-time offers?
Peer recommendations?

Also note how they consume content: blogs, podcasts, YouTube, social media, etc.

6. Tools and Platforms They Use

List their go-to platforms and tools.

Instagram, TikTok, LinkedIn, YouTube?
Canva, Shopify, Calendly, Zoom?

This helps you decide where to show up and which tech your lead magnets or offers should support.

7. Quote or Catchphrase

Include a direct quote or a summarizing line that captures their mindset.

“I know I need marketing help, but I don’t know where to start.”
“I’m tired of spinning my wheels and need real results.”

Sample Persona: "Boss Babe Brittany"

Age: 32
Location: Atlanta, GA
Income: $85K/year
Business Type: Service-based business coach
Pain Point: She’s great at coaching, but her DMs are dry and her funnels are nonexistent
Goal: To book more calls and scale without burning out
Platforms: Instagram, Facebook Groups, Email
Quote: “I need a marketing strategy that actually brings in consistent leads—without me being glued to my phone 24/7.”

Now that you know Brittany, imagine writing an ad, blog post, or lead magnet specifically for her. That’s the power of a clear persona.

Tools to Help You Build Your Personas

Google Analytics – Demographic and behavioral data
Meta Audience Insights – Understand your followers’ interests and behaviors
Surveys – Ask your email list or social media followers questions
Customer Interviews – Ask your best clients about their struggles and wins
Canva Template – Use my FREE buyer persona worksheet to build yours visually (📥 Download link )

Your Action Step for This Week

Create 1–3 detailed buyer personas using the guide above. Keep them visible and refer to them every time you create content, offers, or ads.

Want Help Creating Buyer Personas?

If you’d like hands-on help identifying and targeting your ideal client, SWINC Marketing offers 1:1 strategy sessions and custom marketing blueprints.

DM us on Instagram @swincmarketing or email swincmarketing@gmail.com