Motivating The 8 Buyer Types

Motivating The 8 Buyer Types
Debra Templar: Retail Check ups, Tune Ups & Makeovers....It’s in the bag!

Eight Buyer Types

PRICE Buyers
WOW! Buyers
TRUST Buyers
CONVENIENCE Buyers
STATUS Buyers
EXPERT Buyers
CARING Buyers
ENTERTAINMENT Buyers

MotivatingPRICEBuyers

Designate a markdown section in your shop
Offer weekly or monthly promotional items
Advertise your sales directly to them

Motivating
WOW!
Buyers

Featuring your newest merchandise in both your displays and advertising
Building a reputation (and a brand) as the place to go for the unusual
Making sure that you start selling something
/offering something new before the now-hot
merchandise or service is carried by all the
other shops/businesses

Motivating TRUST Buyers
3 #Fail

Locate your shop in a good
neighbourhood
Ensure all contact information is
on your website
Include testimonials on your
website
Implement a generous refund
policy

Motivating CONVENIENCE Buyers

Place merchandise that goes
together in the same area
Have adequate and clear signage
Establish in a convenient
location
Develop your policies,
procedures + promises with
customer convenience in mind

Motivating STATUS
Buyers

Address them by name
Establish a preferred customer list
Develop a special relationship with them so that you can tailor your recommendations and services to them personally

Motivating EXPERTBuyers

Do what you do better than anybody
else
Know what’s going on in your industry
Establish yourself as a source of
information

Motivating CARING Buyers

Become a member of a professional association within your industry
Establish a program that “gives back”
to your community
Sponsor a selected charity
Demonstrate that you care about your
business image, customer relations and overall
excellence by being selective in your choice of employee

Motivating ENTERTAINMENT
Buyers

Give your business a fun, lively atmosphere
Have fun, friendly employees
Think ‘outside the box’ and dare to be different!

Customers buy because they’re depressed or because they’re happy or maybe because they just want something different.
The most successful shop is the one that makes customers feel good about doing business with them.
If you’re looking for logic, a retail business is not the place to find it.
Today’s customers don’t buy things because they need them. They buy things because they crave them.

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:
"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!“
E: debra@thetemplargroup.com.auMobile: 0417 532383Skype: debra.templar
www.thetemplargroup.com.au
www.twitter.com/DebraTemplar
www.linkedin.com/DebraTemplar
Pic Credits: http://www.istockphoto.com

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Motivating The 8 Buyer Types

by Debra Templar on Mar 03, 2010

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Motivating The 8 Buyer Types — Presentation Transcript