buyer profiles

Pacing a Sales Conversation

It’s easy enough to have a sales conversation with a customer who is ready to buy right now. But, what if the customer standing in front of you is a sale in a week, or a month, or a year? It is important to remember there are multiple factors that go into a customer's decision [...]

Pacing a Sales Conversation2019-06-26T23:28:44-07:00

Customer Urgency and Sales

One of the things to consider when crafting your sales techniques is how urgent your customer is. Yes, your customer has a pain point. Yes, they want it solved. But – do they want it solved right NOW or at some point in the future? Urgency and sales have an important link when you are [...]

Customer Urgency and Sales2019-06-27T00:01:29-07:00

Using the Prestige Factor to Appeal to High-End Customers

The prestige factor. This is a topic that came up in yesterday’s “Business Talk Time” discussion (watch it here!), and one that is worth addressing here. As you consider marketing methods that could be right for you, one angle to think about is the level of prestige of your target market. The higher the perceived [...]

Using the Prestige Factor to Appeal to High-End Customers2019-06-27T00:31:09-07:00

Adapting Your Marketing to Social Styles: The Expressive

This is the last of the four-week series on how to adapt marketing to the 4 key social styles. This week: The Expressive. The Expressive is outgoing and enthusiastic, creative and motivating. They have a lot of ideas but may not follow through to completion. They are impulsive and intuitive in decision making, sometimes without [...]

Adapting Your Marketing to Social Styles: The Expressive2019-06-27T01:50:10-07:00

Adapting Your Marketing to Social Styles: The Amiable

Continuing the four-week series on how to adapt marketing to the 4 key social styles. This week: The Amiable. The Amiable is people-oriented, sympathetic, considerate, and supportive. They would rather work as a team than alone; to be led rather than to lead. They are trusting and warm, seeking approval and looking for guidance. They [...]

Adapting Your Marketing to Social Styles: The Amiable2019-06-27T01:52:29-07:00

Adapting Your Marketing to Social Styles: The Analytical

By popular demand, we are doing a four-week series on how to adapt marketing to the 4 key social styles. This week: The Analytical. The Analytical is detail-oriented and independent. They are precise, logical, and risk averse. They operate with structure and discipline, and have a tendency to prefer working on their own than with [...]

Adapting Your Marketing to Social Styles: The Analytical2019-06-27T01:54:09-07:00

Adapting Your Marketing to Social Styles: The Driver

By popular demand, let’s look at how to adapt our marketing to the 4 key social styles in a 4-week series. This week: The Driver. The Driver is focused and efficient. They plan carefully but act quickly. They are ready to make a decision and move on, even if that means taking a risk. They [...]

Adapting Your Marketing to Social Styles: The Driver2019-06-27T01:55:39-07:00

Adapting Your Marketing to Social Styles

Although each potential customer is a unique individual, buyers generally fall into one of four social styles. The Driver is controlled, assertive, busy, risk-taking; they respond best to facts. The Analytical type is a stickler for precision, risk averse, and critical of persuasion; they want facts and they want you to give them time with [...]

Adapting Your Marketing to Social Styles2019-06-27T02:01:45-07:00