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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.
Types of direct sales customers:
This shopper is on top of all the trends, both technology and fashion. They only want the new, new. Also see Impulsive Shopper.
-Shop The Box, Wall drops, Unicorn hunting
Bang For Their Buck
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.