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Why is it important for business owners to understand their buyers? Well, knowing who your buyers are, where they are located, and what they want helps you come up with effective strategies to deliver their services to them.
It’s also crucial to understand their purchasing behaviour. The more you pay attention to their needs and wants, the more specific and targeted your action plan becomes. In fact, HubSpot Research indicates that 93% of customers are likely to make repeat purchases from companies that provide excellent customer service.
Keep in mind that different types of customers have varying personalities. And because not all customers are alike, they have different needs and expectations depending on where they are at your sales funnel. As a customer-focused business owner, you need to meet these demands and be readily available for them.
Below are 6 types of buyers and how you can make their contact with you count:
This group consists of people who are satisfied with your products or services, word-of-mouth referrals, and loyal customers. They are what keeps your business alive because they keep coming back to you and even recommend you to their families and peers.
“A satisfied customer is one who will continue to buy from you, seldom shop around, refer other customers, and in general be a superstar advocate for your business.” — Gregory Ciotti
Loyal customers are a natural result of a great product, customer service, and a reasonable price. When you do great in all these departments, people will naturally spread the word about your company leading to more referrals.
How to make loyal customers stay loyal:
Also called potential customers, these types of buyers are new to your city or town. Therefore, they don’t have the slightest idea about your company and what you offer. They turn to Google to look up products or services they need. Any purchase that results from their queries is called an organic purchase.
“Content Marketing has become the catalyst that fuels search and social media activity.” – Jim Yu
Common examples of this type of customer are:
Sooner or later, these potential customers will be looking for services like plumbing repair, dry cleaning, car repair, physiotherapy, or general dentistry. You need to be visible and reachable online to capture this market.
How to turn potential customers into buying customers:
Some services are made to help people get by with their everyday lives, while others are more urgent during emergencies. But who can tell when emergencies are going to occur?
At any given day, there will always be someone who will need to get their chipped tooth fixed, their tire replaced, or their pipes decongested. If your company specializes in these kinds of services, it’s important that you’re visible on Google at times when people go to the internet to get immediate help.
“Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, ‘What’s in it for me?'” – Brian Tracy
How to better serve these potential customers:
These types of customers may have had an unpleasant experience with another company or are looking for a different service provider with a better product or service. Wherever their dissatisfaction stems from, these customers are actively looking for something that matches their needs or is a better fit for the problem they’re trying to solve.
“Most people spend more time and energy going around problems than in trying to solve them.” – Henry Ford
How to satisfy these potential customers:
These people are planning for a major project or event and are shopping around for a service provider that can help make the undertaking a success. These customers may need a contractor for a home remodelling project or are looking for leads to a storage space for shipping furniture pieces.
“Your ability to communicate is an important tool in your pursuit of your goals, whether it is with your family, your co-workers or your clients and customers.” – Les Brown
How to serve these people:
There are also ones who are not eager to buy yet and are biding their time looking around for prices. These people comb through website after website comparing prices and deals, meticulously looking at which company offers the best products at a lower price tag.
“Price is what you pay. Value is what you get.” — Warren Buffett
There’s no winning these people over in an instant, but you need to make their time on your website worth their while by telling them your unique value proposition and how it relates to your pricing.
How to deal with price shoppers:
You don’t always have to win all customers, you just need to win the BEST type of customers for your business. No matter which type of buyers you want to attract, always be ready to cater to new customers who can become the backbone of your business. Find qualified customers that will be good customers in the long term.
The great news is that Google gives you the opportunity to go after any type of buyer. You just need to boost your online presence, improve your ranking on the search engine, and position yourself as an authority.
You don’t need to do this alone. That’s what Local SEO Search is here for. We help all kinds of businesses build their brand online, get new customers, and rank higher on search engine results pages. Having decades of combined experience in digital marketing for small businesses, we understand the evolving needs of a fledgling business. And we can help you scale your company.
Call us at 416-888-8756 or 1-877-689-5268 for a FREE consultation!
