Understand Your Buyer > How People Work > Communication Preference
What is it?
Some people prefer to call, others prefer to text or email – finding out the communication preference of your buyer and then ensuring you use their preferred method will maximise the chance of a response.
Why does it work?
It works because it makes your buyer feel valued and respected. It also works because if I’m an email person and you try to call me… I probably won’t pick up. It’s much better to communicate with your buyer in the way they prefer than to try to force them into something else.
How can you use it?
To make this work, you need to do two things:
1 – You need to ask buyers what their communication preference is at the earliest opportunity, It could be through an online form, or simply by asking someone “are you an email or phone person?”. Asking in this more informal way makes it easier to slip into a conversation and allows the person to feel like they aren’t odd for not wanting a call – they are part of an identifiable group.
2 – You need to make sure you ACTUALLY follow through and communicate in the way you are supposed to. Any failure here makes the whole exercise completely useless.
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