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How to Market to Different Personality Types

Anybody who has been selling for more than a day knows you run into different personality types. Some people are pushovers who buy just as soon as you ask. Others take forever, have no problem gobbling up your time, then eventually wander away not buying.

There have been lots of studies done on the various major personality types that make up your customers.

* About 17% are impulse buyers. If it feels good, they do it. Many are headstrong individuals who get an idea and run with it. For most online businesses this small group makes up MOST of their customers.

* About HALF of buyers are a complete opposite. They take lots of time. They want a logical step-by-step process toward their purchase. Many will ask questions, want time to think about it, then ask more questions before finally deciding to purchase.

Many firms have a BIG problem with the second group. Back when I used to sell cars the boss was constantly pressuring us to get the sale before the customer left the building. Keep in mind we were trying to move $40,000 cars where customers were committing to $600 payments each month for the next six years. You have to question the sanity of anyone who says "what the heck, I wasn't planning on it, but I'm signing up for that expensive new car!" But that's just me.

Clearly at least HALF of the customers coming through the door needed a slower, longer road to the sale. This is where follow-up is essential. Email or call them later the same day. Email and call the next day. Contact the customer a few days later. This active style of longterm selling is exactly what group 2 needs to feel confident they are making the right decision. This is why autoresponders are such an important part of online selling.

I often write website sales letters so the same page will appeal to both groups. The beginning of the page quickly gives the main benefits of the product or service and asks for the order. This appeals to the impulse or headstrong individual who wants to take action quickly.

Then follows a longer section that explains, demonstrates, covers all the pros and cons, explains the guarantee, delivers customer testimonials, and essentially takes all the risk out of the purchase before asking for the sale.

When planning your marketing, keep in mind the two major personality types that are fueling your sales.

About Author Dr Kevin Nunley :

Get more of Kevin Nunley's free marketing tips at <a href="" target="_blank"></a>. And see his super cheap marketing services, like $5 ads and $40 sizzling sales letters, custom written for you at <a href="" target="_blank"></a>.

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Article Added on Thursday, April 24, 2014
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