8 types of online buyers and how to sell to them effectively

Everyone is different, so you need to attract their attention to the store in different ways. This is important to consider for online stores that rarely "contact" their customers directly, so it is more difficult for them to draw up portraits of their customers. This kind of information is valuable because it provides knowledge about the ways in which an online store can attract customers and not lose them.

Resolute

Customers in this category can be considered online shopping professionals. They buy in large volumes, and it gives them real pleasure. They don't need to be persuaded to place an order, convinced of the favorable prices and the benefits of fast delivery. If there are problems in the store's operation, such customers will be the first to stop shopping.

A decisive person will never buy if there are too many steps to go through from the moment of making a purchase decision to placing an order. The more intermediate steps there are, the higher the risk of customer abandonment. Such buyers will choose a store where they can place an order faster, choose a payment method and the best delivery method for them. Decisive customers are characterized by impulsive purchases and unplanned expenses, so if you win their "heart" for the store, it will be the most profitable.

Невпевнений

This type of customer is the exact opposite of a "determined" buyer. He enters the store by chance and, seeing the product he likes, cannot buy it immediately. The buyer experiences painful doubts about a long time, thinking that there may be a cheaper and more convenient option somewhere. They may put the item in the cart and go away to "think about it," but they are very likely to never come back.

It is important for the store to try to retain such a customer by making arrangements. It is necessary to dispel their doubts and prove that this offer is the best and most profitable. To do this, you need to strive to post as much information about the product as possible, accompanying it with photos and videos. To facilitate the search, you should develop a catalog, easy navigation, and search tools. It is desirable to have an online consultant on the site who can answer questions from visitors in a timely manner. It is important to make the uncertain feel comfortable, and then they will not want to leave.

Обізнаний

These customers come to the store to buy a specific item. They have studied numerous forums, reviews, and compared options, so they want to buy a specific product. In many cases, customers come to buy "complex" products that have many characteristics in the form of running shoes, gadgets, and strollers.
The task of the store is to convince the visitor that the assortment has the item he or she needs. Detailed product descriptions, reviews and ratings, certificates and instructions will help with this. It is important to show the customer that you are competent in a particular manner and offer the most suitable option.

The one who resists

The situation with such a client is very similar to the moment when a girl tries to drag a guy to go shopping, and he tries to avoid it by all means. Only extreme necessity can force him to go shopping, when the shirt is the last one he has and it's torn. Or the only mug in the house is broken. The task of the store is to be able to turn the process of purchasing goods into entertainment.

Resistance is a great "bite" on funny videos, he likes beautiful photos of the product taken from different angles. The best solution is to lure him into the game. To do this, you can offer to answer humorous questions, giving a discount in return for such actions. Interactive assistants that facilitate the product selection process show good results.

Practical

Customers in this category are willing to pay only for good quality items. They carefully monitor promotions and do not miss discounts, so they are never ready to overpay. For them, benefits come first, so it's important for them to know what they're paying for. Such buyers need to be provided with reviews, shown on video the features of the characteristics and functionality of the product, and it is important for them to know about the reviews of previous customers. The practical one will carefully study the issues of operation and manufacturing of the product. If you manage to convince them that the money will not be wasted, the order will be accurately placed.

Emotional

For this type of customer, it is enough to see an advertisement once, and they immediately run to buy a fashion item. The problem is that they often don't know what they want. In search of the "right" thing, they can spend hours wandering the Internet, constantly looking at various online stores. Emotional people trust only popular brands.
Buyers in this category are hungry for brightness and unusual products, they are attracted to entertainment and everything that makes their heartbeat quicken. You should sell them firstly the mood and make them fall in love with the thing, using videos, photos and interactive screensavers if possible. As soon as they "light up", you can consider the job done, as they will definitely place an order. Convenience is important to them, so the "buy" button should be in the most prominent place.

Sociable

They often see a product when they check Instagram or another social network. Such customers are dependent on the opinions of others, so they consult with many acquaintances and friends for a long time before making a purchase. It is important for them to get approval of their choice, they are saturated with advertisements, so the affiliation of the product with a particular brand does not matter to them. You can only reach such a customer through social networks. This will require having your own page, regular content updates, communication with subscribers, and periodic contests. It is important to attract buyers and start communicating, you can ask them to rate the product or express their own opinion. Getting support from a popular person on social media helps a lot in attracting new sociable customers.

A fan of the brand

All stores try to get these customers because they are the most desirable. They worship branded goods fiercely, they don't care about the practicality of the purchase, and all their actions are driven by the benefit of the well-known name of the manufacturer.

Fans of the brand love loyalty, and for them, receiving a special offer and an individualized approach will be the best evidence of gratitude. From now on, they will act as advocates, proving the advantages of the product to everyone with unwavering persistence. It is necessary to present such customers with gifts and listen to their opinions, which will allow you to attract numerous similar fans to your store.

Each customer is important to the store, so you should strive to create an attractive experience for everyone. It is important to adhere to the following recommendations to take care of the convenience of checkout and delivery

• provide the buyer with the maximum amount of information
• do not forget about originality, brightness and beauty
• provide assistance to the client during the purchase
• inform in reviews
• provide an appropriate response and gratitude.

Over time, a customer can change his or her type, for example, Uncertain and Emotional often replace each other. A fan can join the ranks of the Resistant - all it takes is disappointment in service. Treat all customers with due attention - and your work will pay off.
We wrote about how to attract representatives of the millennial generation to your store here