комментарии 08.09.2009 Ольга Иванова @ Новости интернет-маркетинга

Типы клиентов



Хороший специалист всегда знает своего клиента, с первого взгляда определит подход к данному типу людей. Так как мнение и нравы всех людей очень разнообразны, лучшие специалисты должны очень хорошо разбираться в людях и к каждому клиенту знать определенный подход.

Существует множество типов клиентов. Самые распространенные:

  1. И так, как говорится, начнем с более приятного! Общительные и добродушные клиенты. Это приятные и общительные люди, мило улыбающиеся, абсолютно открытые. Это тип людей, которые не против с вами пообщаться, у них есть множество вопросов к вам, также они не лишены своего мнения. С такими клиентами легко работать. Своими вопросами и ответами подводите их к интересующей Вас теме.
  2. Авангардные клиенты. Это люди, которые всегда идут в ногу со временем и интересуются всем новым и креативным. В общении с таким клиентом нужно почаще ему подчеркивать, что этот товар или услуга самая новая, и он будет в первых числах, кто ее использует.
  3. Консервативные клиенты – противоположность авангардным! Убедить этот тип людей тяжело в покупке чего-то нового. Такие люди считают, что поменяв старое на новое, к добру не приведет. Такие клиенты покупают и пользуются только то, к чему привыкли. С таким типом клиентов нужно быть сдержанным в предложении товаров или услуг: четко отвечать только на поставленные вопросы и предлагать только то, что его интересует. И обязательно не забывайте похвалить его выбор!
  4. Любители посудить. Эти люди склонны к недоверию и критике. Общаться с таким клиентом – нелегкая задача! Но вы не забывайте, что у вас есть цель и вам ее обязательно нужно достичь! Обращайте внимание на положительные моменты, очень хорошо немного поддержать вашего клиента в критике недостатков, а потом предложите еще более убедительные преимущества товара или услуги.
  5. Агрессивные клиенты – это очень раздражительные люди, которые часто заводятся и не выносят споров. Они склонны к критике, требуют, чтобы все было по их мнению. Убедить такого клиента в чем-либо очень тяжело. В общении с ними главное вести себя спокойно и выражать минимум эмоций. Соглашайтесь со всем, с чем можно согласиться, показывайте ему, что его мнение очень важно и что этот клиент для вас очень важен.
  6. Подражающий клиент. Очень важно убедить клиента, который склонен к подражанию в том, что его выбор очень удачный и именно такой товар или услуга пользуется наибольшим спросом. Это люди, для которых очень важно чужое мнение. Самим им тяжело сделать выбор.
  7. Энергичные клиенты всегда знают, что им нужно. Не стоит им предлагать все подряд, он будет рассматривать только интересующие его услуги или товары. С таким клиентом нужно общаться исключительно по делу, задавать четкие вопросы, конструктивно подходить к делу. Если вы не можете предложить ему нужной услуги, никакие уговоры не помогут! Клиенты, данного типа, не любят лжи, недоговорок, недосказанности.
  8. Сомневающиеся клиенты – это люди, которые во всем сомневаются. У них есть деньги и желание приобрести товар или воспользоваться услугой, но сделать выбор им очень тяжело. С такими клиентами нужно быть очень уверенным. Для этого нужно показывать только преимущество товара или услуги. Вы должны убедить клиента в том, что он получит очень многое, если приобретет этот товар именно сейчас.
  9. Всезнайки. Не спорьте с клиентами, которые все знают! Это бесполезно. Предоставьте эму полную свободу в выборе товара или услуги.

Работая с любым типом клиентов, нужно не забывать, что вежливость и внимательность очень важна. Для каждого из выше описанных людей важно, чтобы к ним относились с уважением и их ценили. Если вы хотите, чтобы клиент к вам еще вернулся, создайте ему достойный сервис!

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  • http://timerbaev.ru Ильдар Тимербаев

    Хорошая классификация 😆
    Мне понравилось :smile:
    Ольга, а в Вашей практике с какими клиентами приходится больше общаться?

  • http://jangl.name/ Кроха Jangl

    У меня к сожалению большинство клиентов — смесь 4го типа и 8го 😎

  • http://dreamin.ru/ сонник

    Всезнайки часто оставляют очень неприятный осадок. Многое говорят совсем не по делу.

  • http://abrosait.ru Abr

    Да, согласен. Часто «всезнайки» совершенно не компетентны и несут полный бред и ерунду

  • http://www.soadnews.ru/ System of a Down

    Хорошая статья, Ольга. Кстати, почему бы тебе не поставить кнопку Retweet? 😉

  • http://nashokoladki.blogspot.com Shokoladkin

    Интересная получилась классификация. По поводу всезнаек я полностью согласен.

  • http://archick.com.ua/ archick

    Я так понимаю любители посудить — это тоже самое, что и «дотошные клиенты», которые стараются придраться к каждой мелочи, хотя сами не знают как эта мелочь должна выглядеть правильно.

  • http://zakusy.ru/ Katena

    Ольга, а в Вашей практике с какими клиентами приходится больше общаться? если это не секрет конечно!

  • Denissimo

    Согласен — немного общая информация… Нет руководствия к действию…
    В своё время наткнулся на статью, где описывались эмоциональные точки на покупателя! мне кажется это более наглядная информация. С вашего позволения приведу выдержку….
    _______________________
    Итак, как же можно воздействовать на клиента? Конечно, на уровне эмоций. Исследователи выделяют множество разнообразных способов. Один из них предложил все тот же Кролар. Он выделил шесть эмоциональных точек, умело воздействуя на которые можно повлиять на поведение покупателей.

    Тревожность
    Что важно для клиента: защитить себя и своих близких от болезни, старения и т.д.
    Ваши действия: в своей презентации товара на первое место надо выдвигать репутацию производителя, результаты клинических исследований, хорошие рекомендации товара.

    Алчность
    Что важно для клиента: сэкономить свои средства.
    Ваши действия: подобрать менее дорогие аналоги, предложить скидки или поучаствовать в специальных акциях.

    Новизна
    Что важно для клиента: новый товар.
    Ваши действия: предложить все самое последнее, что появлялось в интересующей покупателя сфере.

    Комфорт
    Что важно для клиента: удобство использования, практичность упаковки, все те удобства, которые приобретаются вместе с товаром.
    Ваши действия: подобрать соответствующий товар, отвечающий потребностям клиента (спрей для носа с удобным дозатором, шампунь в большой упаковке для всей семьи и т.д.).

    Гордость
    Что важно для клиента: товар должен говорить о высоком материальном и духовном статусе его владельца.
    Ваши действия: подчеркивать уникальность и престижность предлагаемого товара.

    Привязанность
    Что важно для клиента: купить то, что он уже хорошо знает и использует несколько лет.
    Ваши действия: выяснить его предпочтения

    На одном тренинге (для продавцов) услышал именно об этих точках 😀

  • Denissimo

    Но всё равно возьму ваш пост себе в архив) Здесь именно о психотипах, теперь понял разницу)

  • Marmelouse

    Хорошая статья, хотелось бы узнать источник данной информации. Я бы взяла для диплома эту статейку…

  • http://www.miridey.com.ua Анна

    Да уж, мне приходится ежедневно общаться со всеми из этих типов. 👿

  • http://www.merchcenter.com.ua Ирина

    Почему-то большинство какие-то негативные виды клиентов. Неужели люди так неудовлетворены жизнью? Или стресс так влияет на них?

  • http://iphone4blog.ru/ Алексей

    больше всего на свете не люблю работать с всезнайки…уф…как же они раздражаю особенно когда они учат тебя работать в твоей теме, в которой сами не знают ровным счётом ничего!

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    На какие бы типы клиенты не делились, надо помнить, что КЛИЕНТ ВСЕГДА ПРАВ, и главное чтобы он это почувствовал. И тогда с любым клиентом легко разговаривать

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    Вежливость и внимательность всегда спасет в сложной ситуации.

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    8 тип клиентов преобладает…и даже когда ты уверен убедить их очень не просто! Я вообще не согласен с постановкой вопроса — клиент всегда прав! Особенно когда клиент начинает говорить, как и что делать…

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