Motivating The 8 Buyer Types

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How to motivate your customers' different buying styles and needs. There are 8 different styles.

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Motivating The 8 Buyer Types

  1. 1. Motivating The 8 Buyer Types<br />Debra Templar: Retail Check ups, Tune Ups & Makeovers....It’s in the bag! <br />
  2. 2. Eight Buyer Types<br />
  3. 3. PRICE Buyers<br />WOW! Buyers<br />TRUST Buyers<br />CONVENIENCE Buyers<br />STATUS Buyers<br />EXPERT Buyers<br />CARING Buyers<br />ENTERTAINMENT Buyers<br />
  4. 4. MotivatingPRICEBuyers<br />
  5. 5. Designate a markdown section in your shop<br />Offer weekly or monthly promotional items<br />Advertise your sales directly to them <br />
  6. 6. Motivating<br />WOW!<br />Buyers<br />
  7. 7. Featuring your newest merchandise in both your displays and advertising<br />Building a reputation (and a brand) as the place to go for the unusual<br />Making sure that you start selling something<br />/offering something new before the now-hot <br />merchandise or service is carried by all the <br />other shops/businesses<br />
  8. 8. Motivating TRUST Buyers<br />3 #Fail<br />
  9. 9. Locate your shop in a good <br />neighbourhood<br />Ensure all contact information is <br />on your website<br />Include testimonials on your <br />website<br />Implement a generous refund <br />policy<br />
  10. 10. Motivating CONVENIENCE Buyers<br />
  11. 11. Place merchandise that goes <br />together in the same area<br />Have adequate and clear signage <br />Establish in a convenient <br />location<br />Develop your policies, <br />procedures + promises with <br />customer convenience in mind<br />
  12. 12. Motivating STATUS<br />Buyers<br />
  13. 13. Address them by name<br />Establish a preferred customer list<br />Develop a special relationship with them so that you can tailor your recommendations and services to them personally<br />
  14. 14. Motivating EXPERTBuyers<br />
  15. 15. Do what you do better than anybody <br />else<br />Know what’s going on in your industry<br />Establish yourself as a source of <br />information<br />
  16. 16. Motivating CARING Buyers<br />
  17. 17. Become a member of a professional association within your industry<br />Establish a program that “gives back” <br />to your community<br />Sponsor a selected charity<br />Demonstrate that you care about your <br />business image, customer relations and overall <br />excellence by being selective in your choice of employee<br />
  18. 18. Motivating ENTERTAINMENT <br />Buyers<br />
  19. 19. Give your business a fun, lively atmosphere<br />Have fun, friendly employees<br />Think ‘outside the box’ and dare to be different!<br />
  20. 20. Customers buy because they’re depressed or because they’re happy or maybe because they just want something different.<br />The most successful shop is the one that makes customers feel good about doing business with them.<br />If you’re looking for logic, a retail business is not the place to find it.<br />Today’s customers don’t buy things because they need them. They buy things because they crave them.<br />
  21. 21. One of Australia’s leading retailing experts, Debra Templar just hates bad customer service and stupid business practices. So… she’s on a mission to change them – one slideshow, presentation, book, or training session at a time:<br />"I don't just want to improve how we do business for the customer’s sake but also that we, as business owners, sell more stuff, make lots more profit, and love our businesses back to life!“<br />E:   debra@thetemplargroup.com.auMobile: 0417 532383Skype: debra.templar<br />www.thetemplargroup.com.au<br />www.twitter.com/DebraTemplar<br />www.linkedin.com/DebraTemplar<br />Pic Credits: http://www.istockphoto.com<br />

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