Client Persona

What this workshop is about

As small business advisors, we want to give every client advice that fits who they are and where they are. A challenge is that our clients are very different: new and established businesses, solo founders and teams, careful planners and fast movers. However, the real problem is that we tend to advise every client in the same way — often the way we would like to be advised ourselves. The truth is that the same advice lands very differently depending on the client's situation and personality. That's why we need to recognize each client's segment and persona early, and adapt how we advise to meet them where they are.

You will learn

• How to recognize common client segments, from idea stage to established business
• How to recognize personality types and decision styles in your clients
• How to adapt your communication, pace and tools to each client persona
• How to advise clients from different backgrounds, cultures and industries
• How to tailor your approach without falling into stereotypes

The 2-hour workshop

1. Introduction and self-assessment
2. Exploration of the subject
3. Case studies and advisor insights
4. Framework and tool introduction
5. Time-out with advisor insights
6. Test drive of the tools presented
7. Time-out with advisor insights
8. Self-assessment and wrap-up