Do You Know Who Your Buyers Are?
There are four major groups of buyers. They are Competitive, Spontaneous, Humanistic, and Methodical. Your website should communicate to each of these four types, so they can “self-serve” when they arrive. Give each buyer type what they need to make their decision. Use the descriptions and the table below to ensure that your pages satisfy all of these personality types on each of your calls to action.
Competitive – These are assertive personalities that want accomplishment. They are usually quick to make decisions and are goal oriented. They want to know what your product or service can do for them to solve their problem.
Sample Copy: (italicized words indicate which phrases this personality type will respond to most)
Our approach is personalized to meet your objectives. The bottom line is that your results are guaranteed. Explore our methodology to discover how thousands of clients just like you have been delighted.
Spontaneous – The spontaneous personality wants acceptance and appreciates the personal touch. They want to know why your product or service is the best to solve their problem.
Our approach is personalized to meet your objectives. The bottom line is that your results are guaranteed. Explore our methodology to discover how thousands of clients just like you have been delighted.
Humanistic – These individuals are creative, entertaining, and want applause. They want to know who has used your product or service to solve a problem.
Our approach is personalized to meet your objectives. The bottom line is that your results are guaranteed. Explore our methodology to discover how thousands of clients just like you have been delighted.
Methodical – Methodical people appreciate facts and information presented in a logical and accurate manner. They want to know how your product or service can solve the problem.
Our approach is personalized to meet your objectives. The bottom line is that your results are guaranteed. Explore our methodology to discover how thousands of clients just like you have been delighted.
| Attitude | Use Of TIme | Question | Approach | |
| Competitive | Business like, Power oriented | Disciplined, Fast paced | What can you do for me? | Provide options, probabilities and challenges |
| Spontaneous | Personal, activity oriented | Undisciplined, fast paced | Why is your solution best to solve the problem? | Provide guarantees and assurances, personal solutions, credible opinions rather than options |
| Humanistic | Personal, relationship oriented | Undisciplined, slow paced | Who has used your solution to solve my problem? | Offer testimonials and incentives |
| Methodical | Business like, detail oriented | Disciplined, slow paced | How can your solution solve the problem? | Provide hard evidence and superior service |
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