4 Types of Customers and How to Sell to Them – How To Sell High-Ticket Products & Services Ep. 5 | Big Money Investing Review
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[Music] let me go through this pretty quickly it’s not on the PowerPoint there are basically four types of clients how many types four four okay four types of clients the first type of client is what I call cheap clients cheap clients they buy based on price cheap cheap clients how many have seen some of these cheap clients before okay describe what what are they like what do they sound like H Civics H Civic yes okay does it cost how much does it like they don’t even know what you do they pick up the phone how much you charge how many got those phone calls before don’t you just hate those they don’t even know what you do they don’t know the value you provide how much you cost oh that’s okay I’m just shopping around right yes so there’s like one thing where you say oh I charge 100 but then they say Oh I thought somebody told me you charge $40 or something okay you say you charge this and it’s over somebody told me you want to charge this yes when they ask you what is your best price what’s your best price yeah okay um they’ll you give them a price and they’ll be like holy crap I could get someone on fiber to do it for five bucks that’s a good one that’s a good one yes that’s a good one they’re often more Discerning about terms quality of service are they very demanding yes okay do they truly appreciate what you what you what you offer no even you try to do a good job and you think by by the way bad idea you think oh well I just kind of take them in first and I’ll ban over backwards and I’ll try to prove myself and then maybe they’ll see my value and they’ll pay me more no a going to happen because it’s in their nature they’re [ __ ] cheap have you seen those shows what is it those TV shows what is it extreme couponer or something like thatc have you seen those before like these people they clip the coupons and go into dumpsters and get these coupons and and they buy like 500 toothpaste right at home and all that stuff right and they’re like I’m looking at that show I I I’m just I’m I think it’s fascinating it Tru it’s fascinating wow I’m like you can do this and and how they buy a truck like a just a full shopping cart of groceries for like 50 bucks or something like that and they’re very proud of it nothing wrong with that but in my mind it’s like I’m glad I’m not selling to them I’m just glad I’m not selling them that’s all right so you have Cube customers and then you have what I call difficult customers okay difficult customers so difficult customers they’re not necessarily cheap they’re just difficult okay usually they’re having a bad day they’re trying to make your day worse they are just difficult to deal they’re not that Pleasant they don’t smile that much you look at them it’s like Jesus man like it’s just like somehow they have got this negative you see your sense they got this negative energy about them how many you met those customers for yeah what do they sound like what do they sound like my life sucks my life sucks yes they they would tell you my life sucks man my life sucks yes that I don’t have time for this I don’t have time for this yes the world’s going to [ __ ] the world’s going to [ __ ] great great the world is going to [ __ ] I like it yes you have too many UPS you have too many upsells okay yes so difficult customers now you think in terms of in the marketplace there aren’t actually a majority the people a majority I’m talking about okay you have a lot of people who are cheap customers a lot of people who are difficult customers now most entrepreneurs believe it or not believe it or not subconsciously not consciously but subconsciously they structure the business in a way or the marketing message C the marketing message in a way attract these people they don’t even know it they don’t even know it and then you have what I call suff sophisticated customers what are they sophisticated customers these people they have money but they’re sophisticated they’re educated they know what they’re buying okay the so so cheap clients buy based on price yes okay these guys are just very demanding they don’t even know what the [ __ ] they want man they just they just want to make your life worse sophisticated customers they go into your business they know exactly what they want they’re very clear they’ve done their research they have have talk to a few people uh then so they would tell you example if it’s sophisticated customers if they go buy a vehicle yes Nathan you want to be the source of that education essentially it could be that you be the source of that education uh but they would go into let’s say if someone who goes to buy a car they would know okay I know exactly here’s the model I want here’s exactly all the features that I want he is here’s the the color that I want uh here’s the payment plan or lease or whatever he exact they know exactly theyve done all the research they very very sophisticated now dealing with these customers yes Nathan sometimes you could educate them and they appreciate that they like that because by giving them more information they okay you guys know what you’re talking about so it builds trust or sometimes knowing when you’re selling to sophisticated customers they need time they need what time so they may go in they they asking you know they ask a lot of questions but the different the questions are very different from difficult customers okay the difficult customers they actually just elogical questions yes okay but these guys they’re very sophisticated they’re asking intelligent questions how many you you met those yes what do they sound like tell me what questions they ask what do they sound like what do they like describe them to me how much warranty would they get how much warranty would they get yes timeline yes knowledgeable yes uh features and benefits features and benefits okay how does this work yes uh they get back to before you get back to them yeah you’ll get back to you before you get back to them very good so they may leave more time and say okay great information I just need to do a little more research and this is very different than these guys to say well I’ll think about it never get back to you they actually need some time to think it over talk with some people because usually when they make a decision they stick with that decision say I’m going to buy I’m going to buy right yes someone from the back yes ter terms and conditions and maybe even have you explained to me your terms and conditions all the details yeah sign it and find print right sophisticated so there’s a difference sophisticated okay and then you have what I call a fluent customers a fluent customers so with a fluent customers they buy based on feelings they buy based on feelings does this feel good so it’s it’s like when I was going in the car dealership buying the RX8 I actually do not know all the features power horsepower I don’t know any of that stuff I just think it’s a cool car that’s it that’s my buying criteria it’s a cool car and I could afford it I’m getting it and if the guy the manager was like nice and he’s hey man this is a very special car this is you know this kind of color this and that okay and buy based on feelings so the mistake of entrepreneurs make they try to try to sell to a fluent clients they say to them I’m going to give you a deal they don’t want a deal because they are thinking if you give me a deal what does that mean it’s you chipping it is there something wrong with it right what is going on or sometimes they try to educate too much just like the salesman did to me try to educate I don’t need that I wasn’t for that in that case I’m not a sophisticated buyer I’m a fluent buyer right and sometimes in life if I’m making an investment I’m a sophisticated buyer I mean if I’m making an investment right if I’m just buying toilet paper yeah then I may buy cheap I mean there’s some stuff and sometimes you look at look at ourselves in lives sometimes we in certain areas we are fluent buyers like yeah no problem it’s certain aspects we’re very sophisticated certain buyers you know we’re just cheap right we want we want a good deal but think in terms of your business who do you want to sell to by the way left side right side right side want to sell the right side okay so it’ll take 2 minutes how long discuss the four types of customers then I’ll jump into the self image okay go 10 times your finances 10 times your business 10 times your marketing 10 times your life hit the Subscribe button nowWelcome to Big Money Investing – Your Ultimate Destination for In The Money Facts!
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