Business to Business Buyer Types
This marketing tip is borrowed from the 2 Bobs podcast episode, Selling to Different Buyer Types — 2Bobs.
Consider four buyer types based on the valuing of differentiation and the pain tolerance for price.
Think about several of your clients. How would you categorize them into one of these four buyer types. Which buyer type do you prefer to work for and why? Which type do you not want to work for?
When pre-qualifying a prospective client, consider what type of buyer they may be. Adjust your services accordingly or be willing to walk away if you do not enjoy working for that buyer type!
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Gabe Lett, FSMPS, CPSM, LPC