A few months ago I attended an event where I met Mr Ryan Levesque.
I literally felt the sky open up as he explained that sometimes in business while so many persons are quick to give feedback, they aren’t so quick to buy.
It’s soooo annoying because you’re literally giving them what they asked for and then…….*crickets*. Then he said “Don’t pay attention to the customers who just give answers off the top of their heads but the ones who have dug deep and have tried and failed. They are the ones who are truly going to invest because they’re looking desperately for a solution.” It was at that moment I fell in love with Mr Levesque and I been a fan-girling ever since.
Now why am I telling you this?
Because I want you to understand that what I’m about to share will absolutely come in handy when you show up this last quarter to push your business. He went in depth into discuss the psychology of the buyers and I want to share that information with you. The more you know about how they think, feel and act, the easier it is for you to connect and make a sale……..especially during this busy season. Last week I talked about ways to cut through the end of year clutter but today I want to talk about something more important, the types of people who buy.
No need to pull your hair out, once you understand who you’re dealing with, you will know what to say, how to position yourself and how to sell more!!!
So here you go:
1) The Spontaneous Buyer
These buy anything on the spot; they see it, they like and that’s all there is to it. Think of these as your actual best friend (not the ones who say they are and don’t actually support you). They don’t need the details because they’ve already made up their minds and more than likely they trust you; either because they’ve tried the product before or they trust that the person who’s selling to be honest and of high integrity. These types of buyers are a business owner’s dream because you don’t have to do or say much to get the sale; you just literally need to show up.
2) The Methodical Buyer
These approach each sale with a series of questions that must be answered in order to be convinced to buy. You have to be a bit more tactical with this buyer because they need as much information as possible to ensure that they are making the right choice. These types are buyers thrive on details and want to understand the benefits of the product or service before they invest. When advertising, ensure you focus on any questions that may come up and offer answers before they ask. It would also be a good idea to have some way for these persons to contact you such as via emails, direct messaging on social media or even a phone number should they need more details.
3) The Humanistic Buyer
These need to know that your product or service has helped someone else. They want to know how the product or service has touched the lives of others and if they got value before they decide to purchase. They thrive on testimonials, referrals and the understanding that there are success stories and satisfied customers out there that can validate the claims you’re making. To get these customers to buy, then by all means share as many stories as possible. Think about having past clients write reviews or even recording a video saying how you or your business has helped them. Include these on your website, social media or any other promotional material to impress this buyer.
4) The Competitive Buyer
These are the ones who cannot help but wait until the absolute last minute to purchase. No matter how much you advertise, these deadline dancers will wait until the 99th hour to buy and in some cases can miss the deadline because they just waited too long. These are the buyers that need to be reminded constantly about the offer. It would be best to use different media so that they can see and/or hear the messages at various times so they can remember to purchase. Also have a strong call to action to get them moving so that they don’t miss out.
So that’s it! Wasn’t that just the most perfect thing you ever read??
I think so and I also think that you are more ready than ever to make that money this season now that you have an idea of what to expect; besides I won’t let you go it alone, you can book a free consultation where I can help you plan out a creative strategy for your business. For even more freeness, be sure to like and follow Carli Communications on Facebook and Instagram.