After food language and love language there is now shopping language. Did you know that we, humans, tend to have specific shopping languages? The way we want to be adressed and helped, so we feel safe and valued. We can understand these shopping languages by observing behavior. Recognizing certain behaviors can help every entrepreneur assist clients for the better and accelarate sales.
Clients have needs. These needs include not only material requirements but also how the client prefers to be approached. Understanding who you have in front of you fosters a deeper connection with every client and will ultimately drive your success. “Just shut up and listen” will do the trick here. Whether you own a one-person business, a retail store, a restaurant, or a car wash, educating your staff and yourself in defining clients’ needs is fundamental for upsells, cross-sells, and repeated sales in general. That’s exactly how a Michelin-star restaurant advises the ‘Château Margaux’ from 2010 after you made your choice, to enhance the deep and tender flavor of the beef, giving you the ultimate dining experience.
Drawing from the ancient theory of the four temperaments all up to the Surrounded by Idiots of Thomas Erikson, we could say that we can categorize shoppers into four types, represented by colors: red, yellow, green, and blue. Btw, this isn’t about putting people in boxes but about recognizing patterns to connect more effectively.
The Four Types of Shoppers
The Red man
Red clients are decisive, goal-oriented, and often impatient. They appreciate straightforwardness and efficiency. If a red client knows exactly what they want, it’s best to start by giving them just that. Only then can you introduce additional options or suggestions. They value results, so focus on how your product or service meets their goals swiftly and effectively.
Red clients will come into your store and make direct requests like, “I need this by tomorrow.” They are often in a hurry and can appear demanding. They might say, “What’s the bottom line?” or “Just tell me the quickest way to get this done.”
The Yellow man
Yellow clients are sociable, enthusiastic, and love to engage. They value relationships and positive experiences. Yellow clients will chat with you about their day, ask personal questions, and are animated in their gestures and speech. They often say things like, “This looks fun!” or “Tell me more about this!” They might share stories and try to make the interaction enjoyable and lively.
When you recognize this type of behavior, understand that being friendly and enthusiastic is their shopping language, engage them in lively conversation, and highlight the exciting benefits of your product or service. Yellow clients thrive on connection, so make sure to build a rapport.
The Green Man
Green clients are calm, patient, and value stability. They prefer a steady, reliable approach. Green clients will take their time, ask for details about reliability, and seek reassurance. They might say, “I’ve been thinking about this for a while,” or “Is this a reliable option?”
They often prefer not to be rushed and appreciate a calm, steady pace.Take your time with green clients, build trust, and emphasize the long-term benefits of what you’re offering. Assure them that your solution is dependable and will provide lasting value, creating a sense of security.
The Blue man
Blue clients are analytical, detail-oriented, and cautious. They need thorough information and logical reasoning. Blue clients will ask many detailed questions, request documentation, and focus on specifics. They might say, “Can you provide the specifications?” or “What studies back this up?” They often take notes and compare options meticulously, needing comprehensive information before making a decision.
With a Blue type client, provide detailed data, research, and clear explanations. Address their questions with facts and show the meticulous care behind your product or service. Blue clients appreciate precision and clarity.
It’s crucial to adapt your approach while staying genuine and honest. Every client is unique, and while these categories help in recognizing patterns, remember not to box anyone in. Look for behavioral hints to guide your interactions. By understanding and connecting on a deeper level, you create a relationship based on trust and respect. Remember, doing business is personal but never personal.
This page is saved by: 94
