Direct Sales Customers-All the Different Types • Devin Zarda

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If you’ve been in direct sales for a minute, you realize that there are many different types of customers. Without these customers, running your business pretty much falls flat. You have to sell your product to someone, right? Analyzing your customers can be pretty humorous, but there is a reason to do this. Once you know which category your customer falls under, you can then tailor your selling activities to make sure you hit every category of direct sales customers. Let’s jump in on this customer analysis!

Terms you will see:

IPA-Income Producing Activity
Clienteling– The act of reaching out to different customers to address their individual needs
Unicorn Hunting– Finding a highly sought after item
If you have any questions about other terms or IPA’s you see listed here, please send me a message or drop a comment and I’ll explain what it is.

Why should you plan IPA’s based on the different types of direct sales customers?

I’m changing up how I’m doing things for 2020. I’m going to be planning IPA’s based on types of direct sales customers. Why? Not everyone shops the same way or has the same shopping habits. Varying your IPA’s makes sure you hit every category. We need to meet our customers where THEY are instead of what is easiest for us. What are the categories of customers I’m aiming to hit? I’ll list them below and the IPA’s I think will be the most successful for them.

READ How to Quickly Sell Your Inventory

Types of direct sales customers:

Trendy Wendy

This shopper is on top of all the trends, both technology and fashion. They only want the new, new. Also see Impulsive Shopper.
IPA Ideas:
-Shop The Box, Wall drops, Unicorn hunting

Indecisive

This is the customer who isn’t sure about anything, including their name some days. These customers will ask all of the questions and DM you a number of times before they make a decision. However, once you’ve gained their trust, these people will be loyal to a fault. Outfits are a great option for these customers because you have taken away a decision that they would have to make. You may need to set boundaries with these people.

IPA Ideas:

-Personal shopping, clienteling, personalized outfits

Impulsive Shopper

This shopper doesn’t think ANYTHING through. They like it? They’re the first one to throw down a SOLD!!!! This customer gets a rush from the buying experience. Live sales are totally their jam! These people may have a closet, drawer, or jewelry box full of items that still have the tags on them.

IPA Ideas:

-Live Sales, Wall Drops, Borrowed Beauties

Bargain Hunter

This shopper thinks clipping coupons should be an Olympic sport. This is the customer who wants to stack deals, asks for free shipping, and will bail on a sale if they can find it somewhere else for cheaper. They’re also the people who come out of the woodwork the minute your run a contest, say the word FREE, or run a discount. Don’t bank on these customers to build your business. They rarely shop retail.

IPA Ideas:

-Pay Your Age, Customer Appreciation Sales, Stuff the Bag

NOTE: My goal is an IPA a month MAX geared towards these customers.

Bang For Their Buck

These customers love a good bargain, but unlike the bargain hunter, they’re ok pouring out money if they feel that the value is worth more than the price. To capture these customers, really highlight the value to whatever IPA you’re running.

IPA Ideas:

-Stuff the Bag, Capsules, If It Fits It Ships

The Lurker

You know how your group as X numbers, but only Y engage. You wonder if the others are seeing your posts or if you’ve been ‘Booked. Then, one of these lurkers pops up and makes a sale! You might have forgotten this person was in your group! FOLLOW UP is key to convert this person from a lurker to another category!

IPA Ideas:

-I have no idea. There is no rhyme or reason. They just show up. If you figure out how to get them to consistently engage, send me a message HERE!

Chatty Cathy

These people are the exact opposite of the lurker. They’re ALWAYS engaging. Yay for group engagement, but that may not translate to sales with Chatty Cathy. These customers are different than the Bargain Shopper because they engage even if there isn’t something free attached to the post. So, why is this customer not shopping? That is your job to figure out. Once you know why they’re not shopping, you can then categorize them to where they truly belong. I’m not going to put IPA ideas together for them because they’re not truly a “customer” until you know where they actually fit.

READ The LuLaRoe Lynnae-My Layering Love

Group Grandma

Love them as hard as you can, but these shoppers don’t understand social media and how to shop online. They get easily confused, but it’s adorable. Expect some hand-holding, but remember these ladies have disposable income to spend with you when you start to get annoyed with them. Make them feel special because they are. Everyone in your group loves the collective Grandma.

IPA Ideas:

-Personalized outfits, clienteling, holding their hand

The Champion

Compare this customer to a whale to a Vegas casino. This customer is 1000% in your corner. They will ask you for business cards because they want to spread your good name to the world. These champions are worth their weight in gold. They jump onto your lives just to chat, they bump posts because they love your group, and they will always give honest feedback. TREASURE THESE CUSTOMERS!

IPA Ideas:

-Clienteling, First dibs, Continual free shipping.

Alright friends, I hope figuring out how to talk and sell to these direct sales customers should only help you. Do you have any other categories of customers that you feel I missed discussing? Send me a message about them HERE!