Income is key to any business! So is identifying who those buyers are!
We talk a lot about sales, selling, dealmaking, and often times we talk a lot about mindset, marketing and money, but today I really want to talk with you about how to identify your ideal client, your buyer, inside of your community.
So this is a little bit different from actually identifying your ideal client. It’s identifying buyers, so there are four different kinds of buyers that we see inside of our own community and I’m sure that you’ll be able to relate to those as well.
In this week’s video, I’m going to tell you the 4 different buyers that are in your business and my #1 favorite buyer that I market too.
The first type of buyer is what I call the quick start buyer. That’s like me, I’m a quick start buyer. I can see an opportunity, I might have to take a look at a sales page or look at one or two emails, but I’ll be able to see pretty clearly if that particular program, service or event actually makes sense. When I see that it does, I’ll make a quick decision, and the decision will either be a yes or a no.
So, a quick start is someone that you love to have in your community because they’re able to see your offer, they’re able to see that your expertise applies to them and they’ll be able to make that quick decision. Now remember, not every single offer or invitation that you give to your community is going to resonate with them. Some things that you have, they’ll say, “YES, I need that right now” while other things they’ll say, “Oh, I don’t know, maybe in a little bit that might work for me”. So don’t get discouraged that everyone’s not a quick start because there are three other types of buyers.
The second type of buyer is what I call the sideliner. This is someone that sits on the sidelines, they kind of watch from a distance. They never really get on the playing field in their business or in life. They just sit and they watch – view everything. They watch from a far and have a tendency not to want to take that step into your business. Whether they’re afraid or they just don’t want to play full out. So just know that you’re going to have people that like to sit on the sidelines and that those type of buyers won’t hurt anything but they may or may not buy from you.
The third type of buyer is someone that I call the “never ever buyer”. They’ll just never buy from you but they may be on your list. They’re real consumers and yet they just aren’t ever going to buy and that’s okay. Oftentimes, in your marketing, in your emails, what you want to be able to do is clear out the tribe. You want to keep them really pure into wanting to be a part of your organization, your community, and really engaged with you. There is nothing worse than having a huge email list or a gigantic Facebook group and they are just dead weight for you, so you really want to clear out those folks that are just never going to buy from you.
The fourth type of buyer is the fact finder. Fact finders are really interesting. Sometimes they’ll buy and sometimes they won’t. They like to find all the facts by looking at testimonials, sales pages, and emails before weighing the pros and cons. Sometimes it takes them a year, two years, three years. In fact, there was this amazing woman in the health and wellness industry. She actually attended one of my small events with about 30 people and she said to me, “I really want to become a client of yours”. I don’t remember meeting her, and she was actually in the audience at an event that I had spoken at three years earlier. So three years had gone by when she was fact finding, watching, looking before she agreed with herself to make the decision to become a client.
I can’t wait to hear about which buyer you have identified in your business.
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