Understanding the 4 Buyer Types: How to Identify and Sell to Them

You just have to sell to people the way they need to be sold to. It’s not that deep.

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Marketing gurus don’t want this information out there, but understanding the different buyer types is key to making sales with social media marketing and leveraging content that will make you money.

There are 4 types of buyers – Driver, Analytical, Expressive, and Amiable. Knowing how to identify each type in your audience and create content that appeals to them can transform your business.

Each type of buyer takes different things into account when making a purchase decision so guess what? Your boring af educational tips and tricks videos aren’t going to do it. That type of content doesn’t do anything to create a gap that makes people want to pay you to solve their problems.

The 4 Buyer Types:

Driver Buyers

Driver buyers are goal-oriented, decisive, impatient, and ego-driven. They want information fast and care most about the outcome. Identify them by their declarative speech patterns and confidence.

Sell to them with authority-building content showcasing your credentials and client wins. Appeal to their egos.

Analytical Buyers

Analytical buyers care about data, facts, spreadsheets – the details. They are logical and cautious. Identify them by their focus on facts over emotions and their direct, formal communication style.

Sell to them by showcasing stats, facts, and ROI. Have clear program details readily available.

Expressive Buyers

Expressive buyers care most about relationships and experiences. They want to be your friend. Identify them by their enthusiastic, bubbly tone with lots of emojis.

Sell to them by highlighting positive client feedback and testimonials focused on the relationship and experience. Show your connection to past clients.

Amiable Buyers

Amiable buyers value relationships and need to fully trust you. They’ll have a longer sales process and want approval. Identify them by personal questions and needing handholding.

Sell to them by making them feel seen and part of a community. Address objections head-on.

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