You can’t approach every customer with the same sales techniques because each buyer is uniquely different. In fact, shoppers are categorizable into seven groups based on their purchasing habits. By understanding the characteristics of different types of shoppers, you will be better able to meet their needs.
Here are the seven different types of shoppers, as well as the best ways to attract them and make a sale.
Impulse buyers base their purchasing decisions on emotions. They are not interested in the price tag, only in the end result. Impulse buyers have urgency to buy and an emotional want.
To attract impulse shoppers:
Bargain hunters buy things based on the price and not the value. They want a good deal or a discount to shop at the lowest price possible. Bargain hunters also buy things that they don’t need just because it is a good deal. They enjoy the thrill of chasing a good deal.
To attract bargain hunters:
Customers who are just browsing may like an item on display but not buy it. They are simply there to browse. They may not even have cash or a card on hand.
To increase the chances that the browsing customer will return to your store to make a purchase:
The mission-driven buyers need a solution to a problem they are facing. The item that they want to buy has a purpose, such as buying a birthday present or replacing their old shoes. Mission-driven shoppers won’t purchase anything that is not necessary.
To attract mission-driven buyers and make their shopping experience as smooth as possible:
You often hear indecisive buyers say, “let me think about it.” Indecisive buyers need to consider the purchase and acquire more information.
To attract indecisive buyers:
Educated buyers make purchases based on the product's value and know exactly what they want. This type of buyer does a lot of research online, reads reviews, and talks to other people before deciding to make a purchase. They evaluate the pros and cons of the product to assess whether or not it is the right purchase to make.
To attract educated buyers:
Loyal customers are people that love and trust you because of your excellent products, customer service, and overall experience that they have had at your store.
To attract loyal customers, you need to have excellent customer service to gain their trust.
To keep your loyal customers:
Shoppers have distinct wants and needs and require unique merchandising strategies. Nonetheless, there are some general tips that apply to all customers. Below are eight sure-fire ways to sell your products.
Train your staff to be more knowledgeable and confident about what you are selling. Ensure that your team is well-trained and can offer your customers sound advice and correct information to help them make a purchasing decision.
Retail stores should always keep their display up-to-date and relevant to attract customers. When a customer passes by your store and sees that your display has changed, this will attract their curiosity and encourage them to visit your store to check out your new items.
Don’t have your products stay at the same place all the time. Every one or two weeks, purposely move things around at your store and change their positions, especially your featured products at the entrance of your store. Changing the location will allow customers to see new products that they have not previously paid attention to at your store.
When there is a specific event or holiday around the corner, such as Christmas, Easter, or back-to-school, offer your customers special discounts on products linked to the event. You can also make a clearance sale on some items.
Aim to have a private sale for your regular customers every two to three months. This will help you clear out your stock.
Before hosting a private sale for your regular customers, make sure that you have their names, email addresses, and phone numbers in your database so that you can reach out to them.
POS financing gives customers the chance to buy a product now and pay later. The flexibility in paying back the amount encourages your customers to return to your store when they want to make another purchase.
Loyalty card programs are a great way to encourage your customers to return to your store. A loyalty card tracks purchases and offers perks when a customer buys a certain amount of stuff. Shoppers closing in on a perk may make a purchase just to activate the promotion, leading to more sales for you.
Upselling and cross-selling are very famous techniques. When a customer wants to purchase an item, encourage them to buy the higher-end product. You can also motivate them to purchase a complementary item. In many cases, these tactics can benefit the customer. The higher-end models may last longer and help the customers in other ways.
When you successfully identify the different types of shoppers that enter your store, you have more power to make a sale. Being able to distinguish between customer traits and knowing how to satisfy them is sure to help increase your sales.