What do great salespeople have in common?
He is a great listener and a strong judge of character.
When expansion-oriented possibilities are encountered, they are transformed into data nerds.
When faced with the possibilities of moving fast, they increase attraction.
It is often described as being often good with people, but is a more technical explanation.
This actually means that – whether they know it themselves or not – these salespeople are linked to the 4 buyer model (buyer type), and they make adjustments on the fly according to the type of buyer they are facing. .
But on the web, this traditional vendor does not exist. The adaptability of a vendor has been stripped.
So how can you please different buyer types in a digital environment?
By tailoring your copy and graphics to suit 4 buyer practices. Complete information about buyer practices is how the buyer:
A) approve the purchase decision
B) behave during a purchase
Once you understand the 4 buyer types, you have a track of how your buyers are motivated, which can then inform some of the baseline hypotheses for your A / B tests.
4 buyer ways
]First of all, Kudos to Angdy Shotmuller for his excellent presentation on buyer practices at the first annual Unbounce’s call-to-action conference.
In their presentation, Angie discusses the concepts that were presented by Brian and Jeffrey Eisenberg in Waiting to Your Cat to Bark.
Eisenberg argued that customers can be divided into four fundamental purchase types: competitive, intuitive, methodological, and humanitarian.
The buyer’s methods are interesting because you quickly identify which category you fall into, and make yourself understand about what you know to others.
Today the discerning breed of customer makes the buyer’s methods important.
Forrester states that 83% of users do not return to the website if the experience does not meet their expectations; They are not being treated like another thing in the wheel.
All buyers are driven by a basic question: What’s in it for me (WIIFM)? But their functionality determines how they approach the purchase.
Competitive purchasing modality
Competitive buyers comprise 5 to 10% of purchase spectrum.
Competitive buyers are motivated by achievement, and they view knowledge as a vehicle for achievement. They strive for recognition and employ goal-driven techniques to do so.
Contestants are often independent and seek control in critical situations.
If nicoties or red tape are causing inefficiency, then expect the object from the competitor. As customers, they will be quick to tell you if they are not the way you do things.
Hold a competitive buyer
Competitors want to know that your product is the best. They usually have done their homework, so make sure you can use logic to explain to them why they should choose you.
Your best approach with competing buyers is to provide proof, rational prospects, and avoid unfounded claims.
Appeal to their internal competitor. The benefits you provide – and therefore the benefits they will benefit from – should be emphasized.
The title provides an excellent “best” angle that appeals to the contestant
Subcontractor states clear benefits: “Online, offline, mobile and tablet surveys and create forms in seconds”
A healthy dose of social evidence to substantiate claims
Background information provides competitive pricing to educational resources
The use of the phrase “smarter decisions” appeals to competitive motivations
Method of lawful purchase
At the rate of 45%, methodological purchasing constitutes the largest segment in the spectrum.
Methodological purchasers focus on reviewing all data and available information; They are not in a hurry and feel uncomfortable making quick decisions.
These buyers do research, ask questions, and they will go to great lengths to get all the information. Make sure you don’t find anything to hide, as they won’t feel comfortable making any decisions until all the cards are on the table.
All rules with reasoned buyers methodically. They need to know every detail and are willing to do deep research.
Your best approach with methodological buyers is to nail hard evidence: