Segmentation of customers is categorizing of clients to analyze how to serve them better. Such segmentation belongs to the systematization of the clients base according to the specific types of client behavior models. A vital part of the marketing process is the understanding of the diverse types of clients that customer care personnel may meet within the process of selling products or services. Emphasis on the psychology of how and why the consumer decides to purchase a given product or service is a highly treasured point for any business owner.
Consumers who are ready to buy your product or service often want to make a purchase right now. They have the idea of that they need, making some preliminary research. As there is a factual requirement at the moment client contacts you, the seller / company representative should find out what the buyer‘s demand is and satisfy this requirement. If you demonstrate to your potential customer that you have what he needs, he will become your customer. If it is a product or service he needs all the time, he will become the valued long-term client. Thus try to handle the situation the best way to get a recurring customer and lucrative results.
Many people who visit the Web site or enter the shop can be potential customers, but many of them are just browsing or gathering information. This type of clients from the list of main types does not usually hurry to make a purchase if they have no real need for some specific product at the moment. In this case you can use sales communication strategy; it will be helpful to present your goods or services to potential customers in order for the future sales to happen.
A permanent customer or client who repeatedly uses your company‘s services and buys its goods are the most loyal and valuable clients. Thus the company must respect this type of customer as they are the vital foundation of the business. Such consumers come back for more products or services since you have made him happy the first time. That means that you will have repeat client as long as you continue to satisfy your clients’ needs. It has been found that it can take almost five times more work to gain another loyal customer than if your company would simply continue servicing the existing clients at the proper level to keep them with your company.
Discount or Sales Customers
This type of clients mainly tries to buy products they want at the time of the best deals available. They are regularly looking for sales only, permanently read respective newspaper ads and monitor local deals. Sale or discount consumers often compare prices online before visiting a store. Decisions of these customers to buy the product or not depend on the price, and for them is no matter when and where such sale takes place as they have no issue to wait.
Impulse Buying Customers
If a client makes a decision to purchase products or service because of impulse or great sales person, that means that at the moment he does not need any specific item. Impulse Buying Customers may come to a store or website to buy something they really need, but after the purchase, they stay to look at other products. Very often this type of clients makes a decision to buy a product they liked at the current moment without any prior reason for it.
Understanding the main types of clients makes your marketing and customer service departments to work better and deliver superior service at all levels of your company.
Visit the section of consumer behavior and psychology courses to learn more.