We currently live in a world where we can find several quick solutions to achieve some goals and objectives, especially when we talk about sales.
The customer's behavioral profile directly influences the purchasing process, in which these behaviors can be unconscious or conscious. Most of the time, during our routine, we do many things automatically, such as buying, selling, interacting with other people, etc.
Today we will understand a little more about the customer behavioral profile and how these characteristics can influence the sales funnel.
DISC Methodology: Different customer behavioral profiles
The DISC Methodology is a tool created by doctor William Marston which classifies people's behavior into four types: dominance (D), influence (I), stability (S) and conformity (C). The DISC methodology is generally used for generally work productivity, communication and teamwork.
The customer's behavioral profile directly influences decision-making during the purchasing process, and therefore, it is important that you understand what they are:
1. Dominant profile
Customers with dominant behavioral profile They are more decisive and quick, trying to solve everything they need right away. Therefore, the selling style needs to be more direct and focused, so that you can get him to complete the purchase at that moment.
2. Influential profile
Customers who have the influential behavioral profile They are those who seek a more relaxed and personal sales team, relating to the person who is making the sale. Therefore, it is interesting to approach it in a more receptive way and with a good dialogue.
3. Stable profile
Customers with stable behavioral profile They don't like pressure during sales, as they are extremely organized and well planned. These customers look for safer sellers who have good credibility.
4. Conforming profile
customers with behavioral profile according They are those who are attached to the rules and details during the sales process, making them very demanding when purchasing.
It is interesting that the sales team is detail-oriented and describes in detail everything that is happening to be successful in the sale.
How to identify these profiles?
Now that you understand How the customer's behavioral profile influences sales, it is interesting to always try to identify this profile before even trying to convince your consumer to finalize the purchase.
There are some similarities between the customer's behavioral profile, and to be able to identify their exact profile, it is interesting to maintain a relationship during all stages of the sales process.
Another interesting point is to pay attention to the customer and seek to have an empathetic stance, putting yourself in their shoes to understand exactly what they need at that moment. The seller also needs to remember that all customers need to be treated equally and with great respect.
Following these points, it is necessary for the salesperson to remember the characteristics of the behavioral profile and identify the type of customer they are dealing with at the moment, in order to take the correct approach and be successful during the sale.
It's essential get these soft skills, always being prepared to identify the customer's behavioral profile, and with this, obtain better performance compared to competitors.
How does the sales funnel work for these profiles?
The important thing is to understand the cadence of customer movements in the funnel: from discovering the brand to consolidating their purchasing decision. Within this understanding, each company has the freedom to add the steps that best define its customer's journey.
Before we start analyzing the sales funnel, it is necessary to pay attention to the preparation phase of this study. It is up to the seller, at this stage, to prepare and plan all strategies used to guide each customer profile through the stages of the funnel.
This study should help map:
Top of the funnel, middle of the funnel and bottom of the funnel;
Market trends;
Customer behavior and profile;
Products and services offered;
Strategic positioning of the business;
Etc
Having these answers in hand before starting to structure the funnel helps to assertively conduct the purchasing process.
Differentiate your sales funnel
The traditional sales funnel is constantly improved and developed to ensure that the potential customer's journey to making purchasing decisions is flawless.
Furthermore, the steps above are essential for building a functional sales funnel. But what if your business is looking for more than that? Don't worry! Here, you find an effective way to go beyond the obvious and build a smart funnel!
We draw up the initial diagnosis of your business and create different types of online training for teams and managers. Carry out commercial management through a Sales Funnel simple and efficient. Talk to us or find out more about our Sales Funnel consultancy.
How to solve certain business problems in your company with Bitrix24? Alone may not be enough. Consulting makes this bridge and fulfills the function of connecting needs and problems to solutions, relying on the experience of our consultants, who already have experience from other cases and business experiences and use of appropriate tools.
Development
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Parameterization and Implementation
we leave the Bitrix24 configured according to the needs of your business, through parameterizations, configurations, customizations and mainly through implementation work, respecting the company's culture and its current situation.
Increase employee adherence to processes and tools appropriate to the company, such as Bitrix24, improving the user experience and internal communication.
Improvement in Project Control
Planning, execution and management of your projects aligned with a fluid process.
Optimization of Internal Processes
Optimization of internal processes, simplification of routines and operational fluidity.
Data-Driven Marketing is a growing trend that shapes the way marketers work. Now it is fully integrated into companies’ strategies, related to Digital Marketing.
Data-driven marketing is no longer an option, but a necessity for companies looking to become agile and efficient in today's market.
The main idea is to make the best use of the data you have already collected. This way, you can better understand your target audience, improve the customer experience, and drive growth.
Data-driven marketing applies to the use of online advertising channels in order to collect user data through specific tools that allow you to track users' actions on websites or applications.
It allows Marketing professionals to be proactive and anticipate market trends, optimizing decision making.
Data is a powerful tool for decision making. But how do you know which data to use?
What should your company measure and analyze to make decisions with an informed approach, beyond just going through the motions of digital transformation or big data analysis projects?
“Data-driven culture” goes far beyond technical skills; It requires cultural changes within each department where those working on behalf establish goals as well as metrics that can also track progress.
Data-Driven Marketing is all about using insights to optimize digital campaigns and improve the customer experience.
This type of marketing approach requires a lot of organization, which is why project managers are so important in data-driven organizations for data analysis.
See our page on Data-Driven Marketing and find out a little more.
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Great for businesses with a large customer base
If your business has a large customer base and you want to engage with all of them through WhatsApp, then Kommo CRM is a great option.
Social networks or WhatsApp
If the customer starts a conversation with your company through a social network and wants to continue later, through WhatsApp itself, everything is in one place, in an integrated way. The CRM function allows exactly this: you can manage your company's contacts, regardless of the channels through which it is used, bringing the concept of omnichannel to your company.