As you may know, reaching potential users and turning them into downline users is an arduous journey. Distributors will convey information and advice most sincerely.
However, in reality, we always encounter many different types of users. Knowing and understanding them is one of the important steps to increase the conversion rate.
Let's explore now!
Why do we need to identify types of users?
The 5 common types
How to identify users “in a snap”
Although we have strategies to conquer users, different users will have different needs and expectations. Identifying user types will help you understand and conquer them based on what they show. Thus, you can behave appropriately to satisfy users.
Reasons why we need to identify user types:
To build rapport: Differences in character will make users have a different estimation for the others. Knowing what they think will help you build rapport and communicate with them more easily.
To seize user psychology: Potential users tend to imply their natural desires into stories. You will easily realize them when giving your users comfort and trust.
Take advantage of psychological weaknesses to persuade users: For example, have you ever made a purchase but not entirely because of its functionality? That is when the seller used the above method. To do this, they have to know what type of customer you are and what are your psychological weaknesses.
We all know that different types of users will have different experiences. In reality, the user's experience will be the process from when they meet and approach the consultant (here is you), to when they experience the product, and the customer support after completing the purchase.
We classify users into 5 groups corresponding to 5 different characteristics and needs. Specifically:
This type of user usually focuses on details, they are serious and not energetic. They have very high standards and do not like taking risks.
Distrustful users need a lot of time to learn and analyze carefully, so they often do not make decisions immediately. They believe in specific data and empirical evidence.
In some cases, they may not clarify their doubts. Instead, they will observe your activities to know the quality of your products to make judgments.
They are also conservatives who always think they are right and want others to acknowledge it.
Provide in-depth, specific, and clear information about products and services.
Listen to their opinions and do not argue. Based on their judgment, find the points on them that are suitable with the product.
Listen to find out their real needs; use evidence to persuade them and avoid rambling.
Contrary to the distrustful users, this type cannot analyze and is easily influenced by others. In many cases, they are not aware of their desires, which leads to hesitation.
Instead of self-research, they will rely on the help of people around them. When consulting many people, they will have insights in many ways. However, this also overloads them with information and makes them hesitate even if they are satisfied with your product. This type of user is often persuaded by something that is completed quickly.
If the users respond to your information slowly (about a few hours or several minutes) or they come with someone else, they are likely to be this type of user, and need to consult multiple sources.
Remember that the person you need to persuade is who comes with the potential user. (If you can talk to him/her)
Listen to their opinions carefully to find out powerful evidence to persuade them. This type is easily persuaded by information or statements that “seem logical”.
Create “one-of-a-kind” investment opportunities, seasonal promotions for a limited time, or exclusive privileges, etc.
The hesitant users believe in practical experience, therefore try to convince them to make the first trade. Especially, they are loyal users, they will not easily change distributors.
Read more: Tips to stimulate downline users to make their first trade
This type of user tends to complain about things they don't like. These users will often be hot-tempered and want to get the problem resolved as quickly as possible. This can make it difficult for you to reach and build trust with them; however, if they have decided to trust you then they will not easily change.
The strength of reaching hot-tempered people is that you will get honest answers. However, their attitude can make the atmosphere uncomfortable.
Stay calm and listen to feedback or difficulties they are having.
Quickly handle the situation and reassure them that their problem will be resolved soon. You can chat with them to understand more about their desires and experiences in the process of using the product.
If they misunderstand products, services, or policies, patiently explain so that they have a better overview of the problem. In this case, you should explain clearly and in detail to avoid unnecessary misunderstandings later.
This type of person is sociable and likes to build relationships with others. They are calm, friendly, and easygoing. They are also good at listening and empathizing with the other person's sharing.
Their strength is knowing how to behave skillfully and get along with other people. They minimize unnecessary quarrels and do not hesitate to share with you. However, in many cases, they can be indecisive.
Because of “being afraid of controversy”, this type of user often hides their feelings or thoughts, which makes it difficult for you to realize their real problems.
Create a comfortable conversation with a close and friendly attitude.
Listen more and ask them to explore their true needs or desires.
Advise and talk honestly to create a sense of security and trust. At the same time, show that you are willing to listen to them and receptive to their ideas.
This is the most energetic and positive type of user. They tend to want to control the conversation. They are decisive, make decisions quickly, and do not pay too much attention to small details.
This type has a long-term vision and makes a clear plan to achieve their goals. That means they are disciplined, visionary, and can independently make decisions.
However, they often convince you to achieve their other needs to maximize their profits. They will also not be immediately satisfied with the information provided, but use other knowledge or information to express themselves.
Present a clear roadmap
Listen and give them time to express themselves. For this type of user, you don't need to provide too much information or details because they will feel more comfortable if someone is willing to listen to them.
According to Adrian Toh, you should talk to them to understand their characters, then apply the methods. You will succeed!
First of all, take the initiative to talk and approach them. Choose a safe and neutral way. Use a polite, courteous and sincere attitude to converse.
You can observe their behavior to categorize them into smaller groups of users. In reality, you will rarely meet users who have all the characteristics of a type. So, don't look for answers or confirm immediately, but observe them when meeting.
If the user responds enthusiastically and amicably, continue the conversation sincerely, and keep the spirit of the conversation relaxed. On the contrary, if they are hesitant or afraid of sharing, take the initiative to talk and ask questions so that they can confidently share the problems they are facing.
Practice listening skills to know their desires and real needs. Do not hastily conclude what type of users they are because misidentifying will make you “talk at cross purposes ".
And lastly, try to stimulate them to make the first trade. They may not be a loyal user, but a good experience will be powerful evidence to convince them to invest and generate passive profits for you.
Read more: Strategies for successful persuasion that every Distributor should know
To sum up, you may encounter hundreds of different types of downline users in real life. No matter what type of user they are, There will always be ways to persuade them.
Do not use statements that urge and force downline users. They need time to observe to be able to trust what you say.
The tips or experiences mentioned in the article are for reference only, there is no one-size-fits-all formula. Remember that your final goal is to successfully persuade them, show that you care and listen to them.
