Debra Templar: Retail Check ups, Tune Ups & Makeovers....It’s in the bag!

Motivating The 8 Buyer Types

Eight Buyer Types

1. PRICE Buyers2. WOW! Buyers3. TRUST Buyers4. CONVENIENCE Buyers5. STATUS Buyers6. EXPERT Buyers7. CARING Buyers8. ENTERTAINMENT Buyers

Motivating

PRICE Buyers

1. Designate a markdown section in your shop

2. Offer weekly or monthly promotional items

3. Advertise your sales directly to them

Motivating

WOW!Buyers

1. Featuring your newest merchandise in both your displays and advertising

2. Building a reputation (and a brand) as the place to go for the unusual

3. Making sure that you start selling something/offering something new before the now-hot merchandise or service is carried by all the other shops/businesses

3 #Fail

Motivating

TRUST Buyers

1. Locate your shop in a good neighbourhood

2. Ensure all contact information is on your website

3. Include testimonials on your website

4. Implement a generous refund policy

Motivating

CONVENIENCE Buyers

1. Place merchandise that goes – together in the same area

2. Have adequate and clear signage 3. Establish in a convenient – location

4. Develop your policies, – procedures + promises with – customer convenience in mind

Motivating

STATUSBuyers

1. Address them by name

2. Establish a preferred customer list

3. Develop a special relationship with them so that you can tailor your recommendations and services to them personally

Motivating EXPERT Buyers

1. Do what you do better than anybody else

2. Know what’s going on in your industry

3. Establish yourself as a source of information

Motivating

CARING Buyers

1. Become a member of a professional association within your industry

2. Establish a program that “gives back” to your community

3. Sponsor a selected charity4. Demonstrate that you care about your

business image, customer relations and overall excellence by being selective in your choice of

employee

Motivating

ENTERTAINMENT Buyers

1. Give your business a fun, lively atmosphere

2. Have fun, friendly employees

3. Think ‘outside the box’ and dare to be different!

Customers buy because they’re depressed or because they’re happy or maybe because they just want something different.

The most successful shop is the one that makes customers feel good about doing business with them.

If you’re looking for logic, a retail business is not the place to find it.

Today’s customers don’t buy things because they need them. They buy things because they crave them.

www.thetemplargroup.com.au www.twitter.com/DebraTemplarwww.linkedin.com/DebraTemplarwww.facebook.com/debra.templar

Pic Credits: http://www.istockphoto.com Source: Retail Business Kit for Dummies by Rick Segal

One of Australia’s leading retailing experts, Debra Templar just hates bad customer service and stupid business practices. So… she’s on a mission to change them – one slideshow, presentation, book, or training session at a time:

"I don't just want to improve how we do business for the customer’s sake but also that we, as business owners, sell more stuff, make lots more profit, and love our businesses back to life!“

E: debra@thetemplargroup.com.auMobile: 0417 532383Skype: debra.templar