Shopper personality types -how to turn them into sales?

All online sellers know that not every visit to their store can mean a sale. While this fact holds good universally, physical stores have an advantage. It is easier to interact with and identify the customer’s personality and observe their buying behaviour. This way, a store keeper can change the sales tactic to suit particular shoppers, and ensure that they make a purchase.

However, in an online store, the store keeper has no clue what the shopper is like. Experts have outlined a brief list of shopper personality types to help online sellers clinch a sale.

Types of online shoppers

1. The wish lister is a shopper who continues to browse a store and add articles to the cart without making a purchase. For such shoppers, throw in a discount for the items in the cart, along with reminder emails to bill the items.

2. The maximizer researches all available options in order to make a sale. This shopper visits multiple stores and reads up multiple sources to be satisfied that she or he is making the right choice. For this shopper, provide fewer options per page and make sure that she or he is not confused. Ensure that the maximizer does not abandon the shopping due to too many options.

3. The rational shopper tries to keep the shopping within a budget. For this shopper, it is more important to keep within the price range than make a good purchase. To ensure that this shopper buys, provide a list of pros that make the product stand out. Make sure that this shopper is convinced of the superiority of your store over another.

4. The brand oriented shopper will buy products that make them feel special. To turn this visitor into a shopper, keep the product details brief, and tempt the shopper with imagery and visual presentation that will serve as the pull.

5. The satisfied buyer keeps the shopping process simple. This person stops the search when she or he finds the product that meets their need. For this shopper, make the search an easy process, and avoid unnecessary distractions, as this shopper dislikes wasting time.

6. The hesitater is someone who is afraid of making a wrong choice. This shopper takes a long time to decide if at all to make a purchase from your store. To encourage this shopper to buy, provide messages and reinforcements across the site. Ensure that you make the shopper feel comfortable with bright messages throughout the shopping process.

These are only a few pointers. It might be difficult to personalise the shopping experience for each visitor, but it is important to remember that one size does not fit all. Try to tweak things here and there, which is not too difficult thanks to technology, so that you can convert more idle visits to sales.