Target Certain Personality Types

You have probably noticed that your customers come in several personality types. Some need very little time to make up their mind. As soon as they get a quick idea of what you're selling, they want to buy--NOW!

Other customers take lots of time. They ask for details on a half dozen issues. Then they're back a day or two later with more questions. You hear from them a week later with even more questions. Finally, just when you've decided this person is never going to buy, they place their order.

Experts divide customers in several distinct personality types. There are headstrong leader types who are always moving forward. They tend to buy quickly. Others are very emotional. If it feels good, they do it.

On the other side of the personality range are those of us who won't buy unless we're given a logical, step-by-step explanation and sequence to follow. That type of person needs more time, nurturing, and may be turned off by a pressure sale. This type of person also makes up close to half of all customers.

You may not be able to satisfy everyone of these types with your marketing. Some companies are very successful targeting just one group. Others gear their marketing and advertising to work for several personality types.

I often include major points in bold with bullets and underline. That helps the "need to do it fast" person. Elsewhere on the page I give more details and a blow-by-blow account of how the product or service is used and can be purchased.

Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or 603-249-9519.

Feel free to use Kevin's articles on your website or in your newsletter or sales materials. Include contact info at the end. No spam.