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How to Get Clients for Fintech (Mid-Market or Enterprise)

When you're looking to build your go-to-market strategy for attracting, engaging, and delighting fintech clients, there are a couple of critical strategic areas to think about.

First and foremost, who are the buyer personas that are most relevant to your platform?

 

  • Who are the ideal clients?
  • Who are essential economic stakeholders that you need to be building relationships with?

These could be decision-makers.

This could be influencers, and depending on the size of the opportunities, selling to decision-by-committee is a huge deal.

So make sure that you understand who the line of business users are at different levels, their roles, what their job titles are, what an org chart typically maps out to.

And take time to research and build out buyer personas, user personas for each of those vital stakeholders.

 

Second, stitch those together into an ideal client profile (ICP) representing the opportunity at the company level.

 

An ideal client profile typically includes two or more buyer personas. It helps you unite those together based on the kind of the company, where they're located, company size, and give you more clarity.

This becomes especially important if you're using ABM or account based marketing. 

Also super important to make sure that you have a plan for how you're going to engage with each of these kinds of stakeholders at each of the different stages of their buyer's journey:

  • awareness
  • consideration
  • decision

 

So, for an enterprise opportunity, if you think there are five different kinds of stakeholders you need to interface with, and they go through three different stages of the buyer's journey, you need a five by three grid.

There are 15 boxes that you need to fill to have content offers for those five different kinds of stakeholders and the three different stages of the buyer's journey that they're going to navigate through.

 

Also, think about the format in which you're going to publish this content.

 

Is it going to be blogs, podcasts, eBooks, downloadable guides, white papers, infographics, case studies?

And again, most of the time, some formats tend to be especially conducive for certain kinds of stages in the buyer's journey, and they tend to be a bigger hit with certain types of stakeholders and certain types of companies.

And all of this should be stitched together with a content calendar that includes working titles with the right kinds of topics and keywords that make sense for your buyer personas in their own words. 

Not the words that you would like them to use or that you think that they might use, but their words that they're using.

 

And how do you figure that out?

You go out and do the research.

I always say when you're building buyer personas, 20% of the input can come from internal stakeholders like your SDRs, your account executives, your customer success people, your product managers.

But the 80% of the input needs to come from external stakeholders, from your prospects and clients that line up pretty well with who that buyer persona is.

 

So those are some thoughts about the things you should be building for your go-to-market strategy when it comes to getting clients for your fintech company, especially if you're selling to mid-market and enterprise clients.

 

What are you finding most helpful? 

Most helpful for this motion within your organization?

Let me know in the comments below.

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