It is a big mistake to believe that all our customers are the same and we must serve them in the same way. There is nothing further from reality. Each person is unique and looks for different things when they arrive at our company. Some want efficiency, others want quality, others seek special attention, etc.
It is a big mistake to believe that all our customers are the same and we must serve them in the same way. There is nothing further from reality.
Each person is unique and looks for different things when they arrive at our company. Some want efficiency, others want quality, others seek special attention, etc. Therefore it is important to identify the characteristics of the consumer and thus apply the appropriate strategy to get to sell.
On a previous occasion you had seen the types of sellers and now we are going to review some basic categories of customers and what is the most convenient strategy to apply in each case.
1. The Retailer
We start with a client for whom the details and the specific characteristics of your product are everything. It is not convenient to invade them with questions about their needs because it is mainly in search of facts.
This type of client usually researches and searches for information about your offer and that of your competitors. Do not look for a long-term relationship so you should focus on the details.
2. He who does not know what he needs
They are people who need your product or service, but they do not really know it.
There are several cases of companies with a very good product focused on covering a latent need, but they failed because they did not find a way to reach their potential market.
If you are faced with a consumer of this category, the best thing is not to despair of selling, better put yourself in the role of adviser and provide personalized solutions to find what you do not know you need. Focus on the service.
3. The one who seeks to create relationships
These clients should be treated in a very personalized way. It is very important that you know them and discovers their interests. You must be very attentive and curious about them.
Show them that they really are important for your company, if you succeed you will have a loyal and profitable customer.
4. The one who seeks reputation and prestige
Here, the brand and reputation that you have built with your company are very important, because customers in this category place great importance on this element.
A clear example is a consulting company that has a client portfolio composed of important companies in the industry, in this case, it is very likely that other large companies will consider it to buy their services.
5. Who wants guarantees
For some, the fundamental thing is not the low prices but the guaranteed quality and efficiency, for that reason you must design policies that allow you to comply with an efficient service and offer high-quality products. These customers will pay very well if you give them these guarantees.
6. The impatient
If you see impatience, tension or desperation in a potential client, then maybe you should put aside all the detours and go directly to the closing point of the sale.
There are certain products and services where this type of consumer predominates, for example in the sale of insurance and financial services. Show them trust and sell them fast.
Source: I’m an Entrepreneur
More about customers and sales techniques:
- How to love your customers. The 4 emotive loads of marketing
- How to break the ice with customers?
- If you want to retain your customer, always offer him the best
- 5 Things you should NEVER tell your clients
- Guide to Attract and Loyal Customers