How Many Types of Prospects are there in Business?

Imagine entering a store with the intention of buying something you want, but you need some help to gain more knowledge about that particular product. What is your reaction when the clerk comes to you and asks “Can I help you?”

Generally, the most common answer is “No thank you. I am just looking.”Why do buyers respond this way?

Despite needing that help, we like to think that we can make our decision. Or, we feel that the seller might not have our best interests at heart. People are more sceptical than ever. Today’s consumer isn’t just willing to trust anyone who comes across online or offline.

In my household, my husband has always been sceptical when it comes to buying a product or service. He seems to be always at guard and distrust the sellers, even if they are open and helpful.

I also had my reservations in the past, especially from my experience when I bought my first car.  But to be fair, it also had to do a lot with my confidence level. Back then, I wasn’t confident enough to stand out and be assertive. Once I started building my self-esteem, everything started to change.

Now, I  enjoy interacting with those sellers who desire to deliver excellent service, those who listen, show respect, and appreciation. It is quite rewarding.

We all had gone through different experiences at some point and based on these experiences; we become a specific type of customer.

When we start a new business venture, we will come across certain types of prospects. As each customer is unique, it is our job to concentrate our efforts on those who see the value of our product or service.

There are three types of possible customers who will come across our path. The Cynics, the Sceptics, and the Buyers.

Cynics see the negative in everything, and they conclude malevolence where none exits. These people refuse to buy no matter how good our offer, no matter how often we approach them, and how fantastic our marketing message is, they already made their minds and nothing is going to change the way they feel. It will never end in a conversion. Let it go and move ahead!

Sceptics are those who might become customers, but there are issues of fear and control at the root of a sceptical prospect. Maybe they have been burnt out before or they have lost money in a previous business transaction. Our job is to figure out how to combat those fears and concerns and gently build the relationship, gain their trust and ask permission to give them information about how our product or service can be of benefit to them.

The buyers are those who already know what they want. They look for opportunities. They have done some research to the point that they are more likely to make a decision.

However, we still have to offer valuable information, build a relationship of trust and honesty with those prospects. As customers, we buy based on emotions, and in many cases, those emotions determine our decisions.

In my previous article, I wrote about the importance of building relationships, if you would like to find out more, please click this link.

Once again, I hope you this article has been of value to you.  In the comments below, I would love to hear your thoughts in regards to your shopping experiences.

In my next blog post, I will cover How to Build Your Brand in  Business? Until next time …

With much appreciation

Luci

 

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