I’ve yet to meet a business that didn’t have some kind of questionnaire or cheat sheet or assessment they made new customers fill out to help them get started. Usually, it’s a one-off sheet printed or emailed to the customer. Why not turn that thing into an online tool that people can fill out before they ever contact you? Make it helpful — have it spit out a nifty personalized report after they answer the questions. Be sure to get their contact information in the process — like any good marketer should do.
But what kind of information should you gather for your own buyer persona(s) to inform your digital marketing strategy? That depends on your businesses, and is likely to vary depending on whether you're B2B or B2C, or whether your product is high cost or low cost. Here are some starting points, but you'll want to fine-tune them, depending on your particular business.
While the previous sentence makes sense to just about everyone reading it, we also know that in practice, content promotion is more often an afterthought than a key part of content planning. It shouldn’t be a special case to improve organic search visibility, social engagement, industry media pickups and influencer shares of your content for all the (relevant) world to see, but the standard when it comes to B2B content marketing.