Customers are not all the same. They are as different as their names. Understanding them helps to ease the sales pain.
In any given market or industry, here’s 3 types of customers you should know about:
Type 1 – aware of needs and actively looking for solutions
Type 2 – aware of needs but not actively searching for solutions
Type 3 – unaware of needs and not actively searching
Type 1 customers are about 3% of the total market and theyrequire less persuasion.
However, adequate time and attention has to be given to type 2 and 3 which constitute 97% of the market.
The businesses that are able to convert type 2/3 customers to type 1 customers are the businesses that truly win.
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