The Proactive Buyer
Your clients find you in different ways and for different reasons.
Sometimes they have an urgent need for your service, sometimes a friend recommends you, sometimes they just happen across your website, and sometimes it is something you said.
The more you know about your audience’s buying triggers — in other words, what prompts them to make a purchase — the better you can target them.
Your proactive buyer is “somebody who likes to be ahead of the curve and they learned something new which has prompted them to window shop”.
This is the buyer who read about something Bill Gates recommended and wants to adopt it immediately. Or heard an interview with Caterina Flake on a morning podcast and is sure the system she mentioned will make his life better.
This type of buyer can sometimes have unrealistic expectations.
There are many things that Bill Gates does, that are not accessible to the average business owner. A system or procedure that worked at Flickr can not necessarily be rolled out to a small business with limited resources. And so on and so forth.
Your job is to bring the buyer’s idea down to scale and match it to your own service.
This client is open to ideas and wants to be wowed. And they are happy to be early adopters.
Ask the right questions, understand their priorities, and you can sell them something new and exciting.