Although each client is unique and specific in his or her own way, experts say that clients can be categorized into four basic groups. Each of these categories responds to a different sales technique. Here is the categorization of customers into four groups and tips on how to capture their interest with your product.
Highly technical and rational clients
According to SellingPower, technical and rational clients focus primarily on technical parameters and exact figures. They want to know how the product works and instead of emotions they respond better to firm structure, clear documentation, transparent processes and technologically advanced solutions. Use numbers with these clients, compare your product with others, and concentrate on making your offer the only logical choice for the client.
Emotional and relationship oriented clients
More emotional clients also tend to be more impulsive when buying and deciding. You attract them mainly through the feeling that you evoke in them. These customers seek joy, comfort and good relationships. If you can base your meeting and your offer on these principles and priorities, you are halfway to success.
Cautious and conservative clients
These customers love peace above everything. They do not like to leave their status quo and are skeptical about changes. Do not offer these clients a large number of solutions. Instead make their decision making easier by offering one or at most two options. Emphasize simplicity in your offer and make the entire decision making process as well as the onboarding of a new client as simple as possible.
Clients seeking high status
These customers like to be considered VIPs. They appreciate exclusive and luxurious solutions. They enjoy showing off something unique and are willing to pay extra for a premium solution. Communicate primarily the exclusivity of your proposed solution to these clients. Let them know that your premium solution aligns with their refined taste and specific needs. Overall create in them the feeling that you care for them more than for other customers and that you are offering them a personalized solution even if that does not necessarily have to be true.
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