Day by day we find more profitable businesses that grow at incredible rates and this makes new types of customers appear. Therefore, it is of vital importance that business owners know what they are and how to offer them a better service; and thus increase sales.
Knowing the different types of customers helps you segment better, and in turn, offer more personalized products or services. This means that you can develop your communication to a specific target; instead of trying to kill all the birds with one shot.
Apart from identifying the types of customers, you must also know what their need is. Since this way you can focus your value proposition with greater assertiveness.
Therefore, before looking at the different types of clients, let’s see what their needs may be.
What is important to customers?
Among the main needs, we find the following:
- Price.
- Confidence.
- Experience. (In usability and purchase)
- functionality.
- Design.
- Ease of purchase.
You can focus on several at once. The fundamental thing is that you be consistent with all your communication, since this way you will attract the right clients.
Once you decipher your value proposition, you can now focus on satisfying customers according to their type…
12 Types of customers and how to deal with them to sell more.
Types of customers before buying.
There is a first time for everything and shopping is obviously no exception. If you do the job of spreading your brand well, you can attract new customers. And if you can identify them, you will know what to do to “convert” them.
Spectators.
These are the customers who are not looking for anything, but when given the right stimulus they can show a lot of interest.
If you sell your product or service online, make sure you get their attention with an excellent website. Or in case you only show yourself on social networks, do everything possible to have a striking profile and with all the relevant information; for them to contact you and to describe your business very well.
Bargain hunters.
Some customers go exclusively with the intention of buying and “saving” money at the same time. They do this by getting special prices that are not seen every day.
It is important to note that they have been patient enough to wait for the opportunity to buy at a low price, but that does not stop them from buying a lot; as long as it seems to them that buying at that price is an opportunity.
Therefore, you must be completely obvious when making sales. Use very striking signs at the point of sale, and be sure to campaign on social media that prioritize the communication of low prices.
Those who do buy.
Several customers go with the mentality of buying, so your mission is to allow them.
If you have an online store, it is important that the buying process has as little friction as possible. Therefore, make it easier for them to buy in the fewest number of clicks possible.
Those who seek information.
The internet has made selling much easier, it is undeniable. However, since everyone has the opportunity to do so, standing out from the competition is more difficult; and ultimately, it is more complicated for the potential buyer to decide on X or Y product.
In this scenario, one of the best sales techniques is not to focus on the sale; focus on helping the customer decide. I eat?
Depending on the product or service you sell and where you offer it, you can use comparative tables; tables with easy-to-understand specifications; and/or excellent quality photos. Use everything in your power to help the customer find the information they are looking for.
By law of reciprocity, if you help him decide, it is more likely that he will decide for you.
Impulsive customers.
Some people have a higher predisposition than others to buy. In many cases no further information is needed; simply with the right incentive, they are willing to buy.
In this case, it is best to use the scarcity techniqueletting you know that if you don’t buy now, you’ll miss out on a discount, or if you don’t, you’ll run out of units.
The merchants.
Other types of customers won’t buy unless you give them a discount. This applies to online and offline purchases.
If you sell through an e-commerce, make it easy for them to find discounts. And if it is face-to-face and depending on the type of business, you may have to start negotiating; with the mentality of demanding more from the client.
For example, you give a discount for wholesale purchases or for the purchase of “moorings” (the union of 2 or more products). The main thing is that you do not lose money, take advantage of your need for discounts to sell more; that way they both win.
Types of customers at the time of purchase.
You already knew how to attract the customer, now is the time to buy. Depending on the type of client you are dealing with, you should change your approach. Let’s see…
New clients.
If you treat them well, these types of customers are the base of the pyramid that will sustain your entire business, so you must make sure that they become recurring customers. And a smart way to do that is by being a guide to help you make the best decision (similar to the approach with customers looking for information)
In addition, it is important that you find a way to contact them again and push to sell to them again. For example, through email marketing or text messaging.
Ancient.
Old customers are proof that you treated a good person. new client, but now your approach must change. That customer no longer needs the same detailed information as before, so you should give them special treatment. Make him feel like he is the “customer of customers” through exclusive discounts and insider information on news and new products.
It is also recommended that you get feedback about your products or services, and a customer who has already had contact with your brand is the right person to give it to you.
Assets.
Active customers are those who buy from you recurringly. In other words, they are the ones that generate the most income and this makes them the most important. Not only because of the money, but also because they are the ones who know your brand best and their opinion can help you grow.
Don’t forget the following: It is cheaper to have a happy active customer than to look for new customers.
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Types of customers after purchase.
After you get the attention of a potential customer and they buy from you, you can become one of the following:
Dissatisfied.
These types of customers can do a lot of damage to your brand. Therefore you must give him a great deal and understand the root of his dissatisfaction. Not only to solve your specific problem; also to prevent it from replicating.
A dissatisfied customer is a customer after all. This implies that they ALREADY know your brand and you know that the cost of acquiring new customers can be high. So use that to your advantage.
Let him know that your business is growing and that you are sorry for having inconvenienced him by the vicissitudes of evolution. Tell him that it is essential for you to have clients who are not afraid to express their opinion because that helps you improve and that is why you are willing to not let him go. Offer him some compensation for the inconvenience caused!
Yes indeed. Be sure to troubleshoot before zooming in. Otherwise you will only make him twice as angry and getting him back will be an impossible mission.
loyal.
These customers make you feel incredibly good, because they don’t just buy from you: they are fans of your brand. However, this does not imply that you should trust yourself and not assume that they will always be there.
Remember that your competitors are willing to seduce them because they already know that they are excellent customers. And if they stop buying from you, they will be buying your competition and making it stronger.
Promoters.
Finally, these types of clients are the trophy that you have won for all your effort. It is not enough for promoters to adore your brand, they feel the need to share it with their acquaintances and that is very valuable. Voice to voice advertising is the cheapest and generates the highest conversion; And in this age of social media, they have the power to boost your earnings.
Conclution.
Once you can identify the type of client you have in front of you, you are able to shape your strategy to get the most out of it. Remember that each client has a goal and if you know how to help them achieve it, you will be fulfilling the task.
And remember, if you are really interested in creating your own business, you can read our book “How to create a company while working: Discover how to manage your time, manage your money and motivate yourself while creating a company and working for another” , where you will find all the information you need to found your own company, without having to leave your job.
