Not the vague "Europe and the US" — the specifics: which country, what role, what size company, where they get stuck, what words they search. This worksheet forces clarity on who you're actually selling to.
You're preparing to export, or you've started but buyers come from too many directions to focus — you don't know which type to double down on.
Pick the most profitable, most replicable buyer type to fill out — don't try to cover everyone. One persona at a time.
Convert your answers into website copy, LinkedIn content, SEO keywords, and sales scripts. Every export move starts here.
Start with "who is this person?" Vague "international procurement" doesn't count — be specific.
Why are they looking for a supplier? What problem are they solving? This determines what your website should say first.
They don't decide on the spot — there are people involved, time required, places where deals stall.
Where do they look for suppliers? Who do they trust? This determines where you need to show up.
What's running through their head silently? Address these on your website and in sales scripts before they ask.
What words do they use on Google and AI to find a supplier like you? This is the starting point for SEO/GEO.
This isn't a writing exercise — it's a battle map for every export move that follows. Three direct uses:
Use Section B (pain points + top 3 priorities) to rewrite your website's first sentence. The right buyer should know "this is for me" in three seconds.
Convert Section E (objections) into website FAQs, product page Q&A, and a one-pager for sales. They get answers before they ask.
Send Section F's three keyword types into Google Keyword Planner, validate volume + competition, then start producing content.