How can you use personality types to build customer loyalty?

The drivers are goal-oriented people. Talk to them about the direct benefits they can get not the general features of the products or service. Suggest to them all the options and allow them to make the final decision.

When dealing with The Driver persona, it is important that you have strong knowledge in your suite of products and understand how they can solve The Driver’s problems. You will need to be able to think critically and quickly in order to earn the respect of The Driver. If The Driver believes that you can match their persona, it will allow you to earn their trust; thus opening up the opportunity to create a relationship. It is important to understand that The Driver has now put their faith in you and it is critical that you deliver.

Very simple: Be who you are, and always put yourself in customers shoes to see things from a correct perspective. If you have self-confidence you will be trusted by 90% of the people you interact with. This is how you build loyalty.

Get to the point. The driver wants clear concise value that directly solves their pain point. Don’t beat around the bush or bother with small talk. However, do not skip over key elements of the sale. You still have to build value before giving a price. The driver will have a tendency to cut you off and demand to know a price. I use lines like “I want you to know what you’re paying for” or “I need to be sure this fits your needs, I wouldn’t want to overcharge you” Don’t let them bully you but understand that they want a direct approach and won’t remain loyal unless you give it to them.

Understanding customer personality types enables personalized interactions. Tailor communication styles, promotions, and product recommendations based on preferences. Engage empathetically, fostering a connection that resonates with individual personalities. Consistent, authentic engagement builds trust, enhancing customer loyalty.

When selling to an 'Expressive' personality, bring your product to life with a story! ?? Engage them with vivid imagery and heartfelt testimonials. ???? They thrive on personal connection, so remember names, ask about their day, and laugh with them! ???? ?? Key takeaway: Make it personal and make it sparkle! A sale to an Expressive is more about the experience than the product. ???

These folks respond to emotion and storytelling. Highlight the positive impact of your product, craft compelling narratives, and connect with their values. Let your brand personality shine through! Also, offer incentives for every referral made.

The expressive is emotional, therefore sell in emotion. Make a good first impression, build rapport early and just be likeable. From there sell like you would normally sell but put the emphasis on what excites them. Give facts without going into too much detail unless they ask. Most importantly focus on the relationship, the expressive will mostly buy because they like you, not because your product is the best.

Always be authentic and build a personal connection. Active listening and enthusiastic communication helps in supporting this person in their ideas. Storytelling or references/testimonials help in building credibility. Enthusiasm is a great trait.

To foster customer loyalty with the Expressive personality type, prioritize a sociable and engaging approach. Be friendly, lively, and attentive, emphasizing how your product or service can enhance their lifestyle, image, or identity. Capture their interest through stories, emotions, and experiences, avoiding excessive facts and figures. Utilize testimonials, visuals, and humor to engage and entertain them. Offer compliments, incentives, and personalized attention to make them feel special. Maintain regular and personal follow-ups, expressing genuine appreciation and interest in their experiences.

For the 'Analytical' type, think like a scientist! ???? Present your product with solid data and clear evidence. Use charts and figures to demonstrate value and effectiveness. ?? Be precise, answer queries with data, and avoid vague language. ????? ?? Key takeaway: Trust is built on evidence. Provide substantial proof and detailed documentation to win an Analytical's confidence. ????

The analytical wants details. Probably more than you’d care to give. When building value, spend extra time going in depth on EXACTLY how this solution solves their problem. Throw in extra value points where you can. Building rapport is always important, but unlike the expressive, the analytical will not buy simply based on whether they like you. Be prepared for them to seem picky and overly concerned with pointless details. Understand that this is how their brain works and it’s the necessary hurdle for you to make the sale

Adapt your communication tempo to your audience. Be patient and thorough with analytical minds, energetic and enthusiastic with expressive souls, and friendly yet concise with social butterflies. For independent achievers, let them set the pace.

As someone who aligns with the analytical mindset, I appreciate thorough and factual information. It's essential for me to understand the data, facts, and specifications of a product or service before making a decision. Providing credible evidence, charts, graphs, and numbers greatly influences my perception. I value accuracy and quality, and building loyalty involves meeting my standards and addressing my specific criteria. Clear communication, documentation, and objective follow-up contribute to a positive experience.

Often the analytical trait of a person can be supported through a detailed oriented approach with a clear focus on data and facts. Preparing for potential questions and have visuals to support the story help in advancing the conversation. Keep room for time to digestion of information and for them to make a well-thought- out decision.

Personality in consumer behavior plays a significant role in shaping individuals' preferences, motivations, and purchasing decisions. By understanding the impact of personality traits, businesses can create targeted marketing strategies, develop tailored products, and build stronger brand connections.

To connect with the 'Amiable' personality, empathy is your superpower! ?? Build a genuine connection by showing understanding and care. Share stories that resonate with their values. ???? Patiently explain how your offer benefits them and aligns with their world. ?? Key takeaway: Amiable customers value relationships over transactions. Foster trust with patience and personal attention, and they'll become loyal champions for your brand. ????

If you do your job well, you should win over the amiable every time. This is essentially the perfect customer. They’re not demanding or difficult, they simply want to know that you’re trustworthy and that you can deliver an adequate solution to their problem. I once made a sale at someone’s door where the client told me: “you know I wasn’t that interested in buying but you seem like an honest hardworking guy”. This is how you win over the amiable.

Building relationships is key for these folks. Emphasize community experiences, foster a sense of belonging, and reward referrals generously. Make them feel part of something bigger.

From my experience the amiable appreciate you building trust over-time. Establishing a personal connection and being empathetic and understand their needs and how a potential solution helps them and others around them can be valuable. Focus on the impact and how it can support to the vision of a company or person. Having patience, and building an understanding and trust will help.

Using personality types to drive customer loyalty is key. However, it MUST be done with authenticity. Anyone can mirror a customer to try and reflect their energy and build a connection, but it will be seen through if it isn’t backed up by a genuine care factor and desire to help. Treat your customers as people you genuinely care about and that’s where true customer loyalty will be found.

I think this LinkedIn article nicely articulates the broad personality types one runs into in customer interactions. Whether the customer personality type has a tendancy to the Driver, Expressive, Analytical or Amiable classification, the Sales professional has to find unique and authentic ways to connect with all individuals. As the expression goes, you should always be interested and interesting. This approach can be even further enhanced by prompt follow-up. Also, you don't want to waste the customer's time regardless of their personality type. It's always a balance of not having the interactions be too long like a blow-hard or too short like someone overly timid.

What I think the key driver is for customer loyalty is pure intentions. Sure all sales guys want to sell but I cannot stay at a company where I don’t believe in the products I sell, unless they actually help to solve customers problems. When you approach a customer and genuinely want to help your pure intentions will come across and this is where you build the loyalty. Do know confuse pure intentions by agreeing with everything the customer says. It is ultimately the sales responsibility to be the guide of the customer to show them the right path of their journey.

Personality types are just one piece of the puzzle. Consider demographics, purchase history, and other factors for a holistic understanding. Avoid stereotypes and generalizations. Treat each customer as an individual with unique needs and preferences. Focus on building genuine relationships. Loyalty springs from trust, respect, and a sense of connection.

These categories while excellent but are too broad in the new age While working with Club Mahindra and trying to decipher the personas. I came across driver personas with totally different likes and dislikes while booking their holidays. For one the club Mahindra product made sense for the other not at all. In reality while we try to group personas for our convenience the answer lies in understanding each individual person and their personas. That's where your digital strategy should be leveraged. So from groups try to make tinier groups till you are able to decipher individual personas