Episode 10: The 4 Types of Buyers

Hello, Hello, everyone, and welcome back to the podcast. Today we are going to be talking about the four types of buyers. But before we dig into that, I wanted to give you guys a quick bonus announcement. So, up until this point, every one of these episodes has gone out week to week. However, if you are listening to this episode live, I wanted to do an add on to this, um, podcast. As a webinar, I want to teach a whole hour long, um, session all about these four different types of buyers. So if you are hearing this live, the webinar is going to be next Monday, May 17, 2024, at 04:00 p.m. however, if you are not coming to this live and you are hearing this years or months into the future, I will record a, uh, forward and an inclusion of the entire webinar as a replay so that you guys can enjoy that later. But if you are hearing this live, make sure that you register the four types of buyers. Webinar is going to be amazing because we're going to go deeper into how you can utilize the things I'm about to teach on this podcast and how you can apply it to your day to day work within your business. So, with that being said, let's get started, and, uh, I'm going to explain to you what the four types of buyers are. Now, I, as a former life coach and so a life coach, I love to understand the psychology behind why, what motivates people to take action. And when I'm thinking about buying and selling, one of the things that I think is really fascinating about that is, uh, someone has to be motivated enough, have enough positive thoughts about you and your business in order to actually feel compelled to take action to work with you. Now, when we are thinking about people's sales process as a whole, when we're thinking about our business as a whole, we are always selling people to take the next positive action. So getting people, for instance, from just hearing about you and, uh, seeing maybe a real that you're doing, seeing some sort of piece of your marketing to take the next action, to become a follower, they have to be sold that what you are saying, what you are doing is valuable enough for them to want to give you their time and attention. And as, uh, we all know, time is the most valuable resource because you can't get time back. And to have somebody take action enough for them to now value you on your feed is the first step in them taking action and being sold on you and what you have to say. So we want to compel people to take actions in your marketing, you also want to take compel people to take action from the marketing to a next level piece of your offer. Maybe it's coming to a webinar just like you guys might be coming to the four types of buyers webinar. Maybe people are taking action to book a consultation call with you regardless of what the action is for their next step. People need to be bought in and they need to buy in to your message, to your movement, to your offer, so that they can take the next action. So it's really important for us to understand the psychology of sales and understand the psychology on why people buy things, why people actually take action in order for us to do our due diligence, to provide services to the people who need what we have to help them with. So that is one of the reasons why I think this is going to be so helpful for anyone who's listening to this, to think about your sales in a way that is going to serve you when you are marketing, when you are talking to leads and communicating your message with leads, and when you are selling. So within this, one of the things that I found very, very fascinating is that when we are thinking about ourselves as buyers, every single one of us is buying into things all the time. You are thinking about where you're going to spend your time, you're thinking about where you're going to spend your energy, and you're thinking about where you're going to spend your money. When you are just as a consumer, we are all consumers, and we are all, as business owners, we are all selling products and services to others. So one of the things that I find really fascinating about the psychology of sales in general is that a lot of times we have a bias to our own buying style. So typically we have, uh, things that motivate us and drive us to purchase things or invest our time in things based on our typical buying style. And there are four different types, and you're going to be listening as I explain each type. And I want you to be thinking about, okay, what, uh, what type of buyer am I? Why, when I am making a decision to invest my time or money into something, why do I do that? What is my driving force behind taking my actions? We all have different types, and we all have like a, uh, piece of each of these. But it's really important to build this awareness for what type of buyer you are, because you typically will be selling the way that you buy. I know, and I'll explain to you what type of buyer I am. But when I am thinking about making purchases, I do it in a very, very specific way that is actually not the typical way most people make their decisions and make, um, their purchasing or investment options. I'm a more unique person when it comes to the four different types of buyers. And you want to make sure that you know what type of buyer you are, because you're probably selling in that way. And I've actually, I'll explain, but I've created my whole program around the way that I buy. And now I'm talking and expressing other things in my marketing and in my sales calls to make sure I address other types of buyers. So I want you to notice, as I'm giving you this podcast, I want you to listen and think about how do you make decisions, how do you invest your time, how do you invest your money, and knowing that will help you know how you sell. But it's also very important for us to serve a larger population. We need to give all of these types of buyers different pieces and different aspects so that we can serve a broader audience, not just the type of people that buy the same way that we do. So with that being said, I'm going to tell you what the four types of buyers are, and then I'm going to give you the definition of each of these. And this is actually a concept that my former, um, life coach, Jackie Murphy taught me about when we were coaching together. And it was so, so helpful when she explained this because I could tell when I'm doing my marketing now, I'm a little bit wiser about the way I'm, I am talking to, um, um, my audience in my marketing. I also know how to talk to people when I'm managing my leads and making those one to one connections. And especially on my sales process, I'm able to see what kind of things do I need to tell and communicate to be an ethical salesperson in order for somebody to make the best decision for them, which again, doesn't always mean buying. So here are, uh, the four types of buyers. The first type of buyer is an expressive buyer. The second type of buyer is what's nicknamed the doer. The third type of buyer is the amicable buyer. And the fourth type of buyer is the analytical buyer. So I'm going to explain what each of those are, and I want you to be listening to what type of buying style do you typically have a preference to? So the first one is the expressive buyer. This person is quicker to buy and they want to have lots of conversation and connection with you as, uh, the person that they are going to be purchasing your service from. They want to be sold to, and they also want to feel like your service is personalized. They want to feel like they are getting a, um, really individualized experience that even within a larger container that you might be offering, that they are going to get that personal connection with you, and they're going to feel like your offer can be customized to fit their needs. These type of buyers need to be seen, heard and validated as you are talking to them. These people also want to see the big picture. So they want to be, they, um, a nickname for, um, for these types of buyers. When I'm on a sales call, these are people who really love to see the big picture. This is another nickname for seeing the big picture. I've heard it called painting the vision, which means that you are painting the vision for how this service will impact their life as an investment they're making not just something that they're buying for right now, something that will impact them for later. So those are the things that they want, how they typically buy are by gut reactions, excitement and connections to the larger vision for them. So one of the things that you want to be doing as you are talking, if you see a type of buyer like this that you are on a consultation call with, for example, and they are wanting to work with you, you want to be discussing the exact things that you could provide for them, the exact services that you have that would be specific to their needs. For instance, for me, one of the things that's really important when I'm asking people is I want to find out whether they are full time in their business or they're running their business with a full time job or part time, as I like to call it. So when I'm hearing that, I'm thinking about them as a buyer, and if that was an expressive type of buyer, the way that I would have those consultations with them is I would be painting the vision and telling them how realistic having these systems would be in order for them to fit it into their schedule. I would also want to be thinking about, okay, so if you have 5 hours of extra time to work on the back end of your business, what kind of things could I do that could help them? And as they tell me that if they were an expressive buyer, when I come to explaining my program, I'm going to spend the majority of my time talking with them about, okay, so here's how you're going to do it. You're going to make sure that you spend a little bit of time managing leads every day. And what I would love for you to do is start batching your content so you don't have to worry about marketing at all. Ah. When you are on the, um, when you're working with me, you can batch it on a quick six hour period and then you can use the rest of the time for managing leads and planning and tracking your metrics. So as they hear that, they're like, oh, I'm, and I'm like, okay, I want you, like, as you come home from work, I want you to be able to just have a very quick thing that you can do to make sure your business is up and running because I know that you have this full time job and I want to make sure this fits into your schedule and makes it really easy. When I, when I say those kind of things, I'll notice that the expressive type of buyer is like, wow, I, uh, can actually see the systems working for my life. I can see this working for me. And when I'm selling them, I'm making sure I'm including details that are really important for them to make the best decision for them in their life and what would be the best thing to grow their business. So those are important things that you want to be thinking and like, looking for people's reactions when you are selling to them. You want to be really, really specific and you want to be like, I know, like, let's say that this person, this person who I'm talking, um, explaining this to is an expressive buyer. I'm going to be like, I know that you are working full time, so when you get home at three, I'm going to also make sure that you have time to like, greet your kids, make sure that you say hi to them. And then you can do this. Um, um, maybe you can do the engagement with your leads, maybe as you go on a walk. And then you can track your metrics on Friday. So do you see how specific that is? I make sure that I know exactly how this could fit into their life and I'm painting a vision for them that could specifically work in their life so they can see it and they're like, wow, okay, this makes a lot of sense for me. So we want to make sure, and I just realized that my microphone wasn't my good microphone, but still, this is going to be still very good audio. Okay. So within this, what we also want to do is we want to make sure that we are getting m people who are the expressive type of buyer to feel like they are connected to their bigger why. So for these type of people, um, you really want to be clear on their goals and you want to know what they're doing to move forward. Forward. So, for instance, if we're speaking about the same person who is working part time and is running their business with a life and a family, I would also get really specific about their why. Because it's not this person in my head that I'm envisioning. Also probably wants to go full time in their business so they can spend more time with their family. So I'll mention to them, not only will these systems save you time and help you get your business going, but it's also going to hopefully, like, my goal is that these systems will work for you. And then if, uh, whenever you would like to, you are able to go full time in your business, you'll know exactly what to do every day. And you're also going to create income that will replace your current income to the extent that you need it to in order for you to go full time and leave your job. So I'm again helping this expressive buyer to see the bigger picture, to see the vision for them and why this would be a very good choice for them to make as far as the circumstances that they have. I would also really ask them more questions about, like, what kind of things, like, would you like your day to look like? What kind of things would you like things to look like in a year? Asking them to show me what kind of things they really would like and telling them the things that I could do to help them get there. I'm not going to tell them things like, and then you'll make, like, whatever I think is specific to them. I don't want to paint the vision for something that's unrealistic. I want to be very realistic for what I could actually help them do and be very specific to the things that are in my program. So that is the first piece of things. And then when you're thinking about working with these people and thinking about, uh, different objections they might have, you want to go through and you want to think about like, is there anything else that would, like, stop you? Are there any things that I'm not seeing that are part of your vision? And you're your, your, um, expressive situation for buying and make sure that they are clear on that. So that is the first type of buyer, the expressive buyer. After the expressive buyer, the second type of buyer is the doer. The doer is a person who is quick and gets straight to the point. This is fascinating because this is my buying style. Whenever I am buying, uh, something, I am typically pretty quick to make an investment. I, uh, get straight to the point. I don't want to hear a lot of fluff. I don't care about the bigger vision. I can paint the vision from in my own brain. And I'm like, just tell me the results. What am I going to get? I'm very straightforward, very to the point, and I make decisions extremely quickly and move forward from those decisions. In fact, so much so next week, I'm going to talk to you about how I make decisions and get the most out of the investments that I have. So for these type of buyers, these people are results focused. They want you to get to the point. When these types of buyers are working with you, they want a strong recommendation and they want something very specific. So when I'm coming to a consult or a person like me, I'm m like, okay, here are the things that I want. I'm very clear about my goals. I'm like, this is how you could fit into my goals. What can you give me? And they're like, very like, uh, even though I'm an extremely friendly person, I can also be quite direct when I'm like, trying to build my business. And I'm like, especially when I'm making business investments, I'm like, okay, can you really help me? Here's where I need help with. I want to hear that you can help me with these specific things. So you want to make sure that for buyers like myself, you are very specific. You're like talking about the results and you're really clear for me. Many times when I'm thinking about the results of my business, these are things that, or results of anything that I'm buying. I'm looking for those intangibles. And I want to be listening for typically what I tell my clients is like their pillars, how to describe the results that they create. Something that your client is a need that your client is actively looking to get support with. So for me, when I'm really, like, investing in my business, I want to hear that you can save me time, money and energy in the specific way that you can do that. And that is just my buying style. And I, uh, get straight to the point with it. So typically I, when I'm thinking about how I'm going to buy, I will buy quickly. I will also want, uh, to buy from a place of certainty. I want people to be like, yes, you can help me. Here is how I can help you. And I want them to list very specific things, very procedural things that they're like. Here is, uh, it's like, if you need help with your finances, here is a financial tracker that we have. If you need help with your marketing, here is the content calendar. You see what I mean? It's like very much, it's cut and dry. It is very much like, will I get this? And I also want to hear that it's easy. I want, when you are selling things to anybody in general, you want to make it simple, easy and doable. That is very important. And you want to make sure that you are buying in that same way as well. When you're selling that to people, you want to make sure that you understand that about this type of buyer, that it's not that they are, um, they're not like enjoying the conversation with you, but if you see somebody's eyes light up when they're like, you are going to be able to save this amount of time. This is how much time it will take when you implement what I have to teach. And they're like, this sounds awesome. You can tell you're reading their reactions. That's why a lot of times I like to do video, uh, for all my consults, I do video so I can see their reaction. I'm like, oh, they're lighting up when I'm talking about the results. This must be a doer. This must be a result focused buyer. I need to talk more about this in order for them to understand. There are so many aspects of every single one of our businesses, and we can help people in so many ways, but when you are selling to people, you want to make sure that you're really clear about the results they're going for. And these people, the, uh, doers, like I am, um, they want to hear about the results. They want to hear about time. They want to hear about like, just the specific intangible things. You will be more confident. Awesome, I'm in. You will be less stressed. Fantastic. You're going to know how to manage your time and have it together. Great. All of those things are things that buyers like me want to hear. The next thing as you are selling them, you really want to determine what these types of buyers want, what specific goal are they looking for, what specific things are, do they specifically need? So typically, when I do a consult, I'm like, okay, what are your goals? And then do you have a plan to get there, or do you need me to fill in the plan to actually make it happen? And that's been really helpful for me with the doers, they know the gaps in their business. There is no business that is ever problem free. But these buyers are like, okay, I know that I need help with my marketing and I need help with this with um, um, lead generation. I need help convert, converting at a higher rate and I need to help planning and understanding what metrics, um, to be using. And I'm like, great. And then I can speak directly to those kind of things on the sales piece. These types of buyers also want to hear how you will exactly help them achieve the goal. You want to hear the process. So for, in, for instance, when I'm working with people, I'm like, okay, you are going to get these modules, I'm going to teach you them and then we are going to coach on them. There's going to be a mindset aspect, there's going to be a teaching aspect, you're going to get both. And there's also going to be application and adaptation of every system that you get. Boom. And they're like, got it. I feel sold. And they uh, typically won't ask a lot of questions. But you also want to be careful not to over talk. They don't really need these types of buyers. The more that you talk, the more they get hazy in uh, the results. They just want to hear clean cut results. And also one of the things that you want to be thinking about objections and doubts. These people will also probably be pretty honest with you. Like, I will be like, okay, here's, here's the issue I have. Can I do this like with another program? Can I make this happen? Like these are the important things that I need to hear and these people will just, if you can give them a clear answer, they're going to trust you. So I think that is going to be really, really helpful as you go. Uh, and you help the second type of buyer, which is a doer. The third type of buyer is a data driven buyer. And actually these first three buyers, the expressive, the doers and the data driven buyers are actually the minority of buyers. I found out that I was actually a, um, an anomaly. I'm like not the typical type of buyer. And of course, literally like my whole business, six figure systems is all about giving clear results for people to make a better buying decision. So I created my whole business around my buying style, which I think still helps all types of buyers. But it's just really fascinating because that's how I bought, so that's how I sold. So that's how I figured out how to sell my program. And it's just important to know that I'm not a typical type of buyer, just like you might be like, oh, I'm totally an expressive buyer and I didn't even realize it. The third type of buyer is a data driven buyer. I also highly resonate with these type of buyers because I like to see the numbers. When you are a data driven buyer, they want to see numbers, they want to see data, and they want to see studies. These are people that will ask you, does it work for everyone? Do people get results? What kind of results can I expect to get? Similar to the doers, but more numbers. They want to hear about the eight hour workweek. They want to hear that, like, for instance, with my managing lead system, that you will do 30 minutes a day, talk to ten people a day, and that's 2500 conversations a year. They want to hear the numbers. And then when I say, if your offer is $2,000 and you convert 2% of those, it's 104K business, then people are like, oh, these people light up at the numbers. They're like, yes, that makes sense to me. They're very logical. They want to hear when you are selling them, they're going to be people that want to hear, um, a lot of the, um, steps that they need to take to execute as well. It's very similar to the doers, but they're more like, okay, what is the first module? Okay, the first module is marketing. Okay, what is the second module? The second module is selling. Why is that done the way it is? Because I want to get you out there. I want to get you marketing. It's one of the things that takes people the longest, and I want to make sure you master that as soon as possible. Then I want to make sure your skills are, uh, sales skills are up so that you can then talk to more people and manage leads from there. And then the last piece is the planning. So I got it makes sense. I know that I will need those specific things within your, like, they like to hear those steps and things like that. How these people buy is they want to ask. They're probably going to ask a lot of questions. They're going to be like, okay, well, why do you do this? What is your reasoning behind this? They want to hear, um, um, how many people have you helped before? What year did you get certified? Sometimes, like, these are questions that a lot of the data driven buyers I've experienced on sales calls like to have. And you just want to be ready with answers. And if there's anything that you like are like, oh, it's a good question. I'll get back to you and I'll send you that in an email. They want to hear like a very, um, they want to be able to be like, okay, this is the good person for me. You also want them to drive the conversation. So you want them to be asking really important conversations, questions to make sure that it's relevant to their business. So uh, what I do with these type of buyers typically is I will explain my process for each piece. I'll be like, okay, so for the marketing process you need to stand out so that I have the powerful positioning method where you will get a content calendar that makes you stand out in your industry. Is that something that you feel like you need? What other things do you think you could use to stand out? Asking those questions to make them really think about it. When they are you're selling them, they want to hear very technical, data driven, um, responses. So when they're like, what does the eight hour work week look like? I'm like, it's an hour and a half of planning, an hour and a half of marketing, and 30 minutes in the morning for talking to leads and 30 minutes for responses at night. That's what the breakdown of 8 hours. They're like great data, just technical things. The next thing that these type of buyers will need is they want it to be believable. So these are things that are not big promises. You don't want to be like you're going to make a, uh, you're going to sign five clients right away. I would again probably like just not tell people that anyways because that's very um, like I would say that like we want to make things realistic for everybody, not just the data driven buyers. But you also want to be like for me when I'm encountering a data driven buyer and they ask me something like how quickly does it take to get results? I'll say there are two things that will defend, that will change how quickly you can get results. The first thing is not within our control and it's the circumstances. Some people come in and they've got an email list of 3000 people and 30,000 followers. When they implement these systems, they can get results very quickly because they already have a big audience that is not within my control. If you don't have any audience yet and you've never been on social media before, that is going to, that's going to differ the speed of the results that you get. However, if you, the thing that we can control is your drive. You can control the way that, how quickly you implement things, how fast you're moving, how much you take in for the content, how much you show up and speak, uh, up within the program. And I guarantee that you will get results by the end of it, especially if you're taking action. And they're like, okay, like, I get it. I'm not like, everyone signs five clients right away, because that's not true. Some people also, I want to let them know that, like, within six months, that's a long time that I work with people. And over the course of six months, some things change very drastically. You might encounter some very unexpected circumstances, and that could change the results that you get. If you have to take time away to be with your family, if you experience a loss, there are many things that happen, and I want you to know that. But those things will happen, and we are able to pivot and work around those things. And you also have access to these things currently in this iteration of the program for life. So it's like, you will still have access to this even if something goes awry. These people want to buy slowly. They might think about it for a little bit. They might need a follow up. They might have some questions. That's totally fine. Nothing has gone wrong. I have so many people that are like, um, um, I do a lot of follow ups. I'm like, that's no problem. You might just get a lot of data driven buyers that just need a little bit more time. Um, these people, we're thinking about the objections that they might have. You want to have your data, stats and articles on hand. I remember one of the consults I did a follow up for, and the person brought on their, um, significant other, their husband. And the question that he had as a data driven buyer was like, do you have any testimonials? And I showed, pulled up my social media, and I said, every third post, I do a testimonial. Feel free to ask any of these people what their experience was, and I'm more than happy to, um, to share any more results that are similar to your wife's business with you. And he literally pulled out his credit card on the call. So sometimes it does take these people a little bit longer to buy, but a lot of times, like, they just hear the data and they're like, yep, I'm good. You want to tell them what they won't get, and you want to be really honest with these people. I tell people, I'm like, I will do everything in my power. I will give you a marketing calendar and I, but I cannot pick up a phone and hold it for you and be like, please record yourself because that's not realistic. But if you can get pick up your phone and you can do that yourself, you will get results. And I also track that within my program. So I'm like, like, I can't force you. And like, I'm just thinking about one sales call that I did recently where they were like a, uh, reason why I don't, I'm worried about this program is I don't know if I'm going to take action. I don't know if I'm actually going to do the things. I'm like, that's valid. And I was like, and I can't make you do the action, but I can make it as easy as possible to do it. But I can't force you to do any of the actions, obviously. And they were like, oh, like, it sold them more to hear me say, like, I can't force you to take action. Here's where I can do. And you're realistic, very honest. You want to ask why they also might be asking the questions. So one of the things that I also similar consult the person asked me, they were like, hey, well, I need, um, the night to think about it. And I was like, totally makes sense. I was like, what kind of things are you going to be thinking about tonight that I could help you with? What kind of things could I talk to you about? And they were like, well, I want to look at your podcast and I want to look at your website. And I was like, great. I was like, is there anything on the website that I could direct you towards? Anything like that? And they needed to hear more of me about me speaking. They also needed to hear, um, there was a piece of them that was like, I'm not sure if I'll be able to get these results if I have kids at home, because I don't have kids. And I was like, that's totally fine. Here are also, I wanted to let you know, here are some people who do have children that have given me testimonials and they can share about how those systems have worked for them. And it created a lot of trust really quickly. So that is the, uh, data driven buyer. Last but not least, the majority of people are the amicable buyers. So you, when you are thinking about these people, these are people that typically need more time. And if that's the majority of people, we do not want to think that people taking more time is a problem or is something that is something bad has happened. If they need a follow up, they need more time to think about it. The majority of people do need that. The majority of people are amicable buyers. But if that's the case, I want you to really listen to this type of buyer, and I want you to think about how you can address their needs as we go. Um, so these type of buyers, they want to take some time and think on their own, which is totally fine, but they also want a genuine relationship with you. They want to feel that, know, like, and trust with you as a person. It's interesting. I've had a lot of people come on consoles with me that were like, I'm pretty much already sold, but I just want to get to know you. That will happen a lot when people are like, I feel good about you, but I just really just wanted to meet you. And at first, I was like, why do you need, if you're sold, what. What's going on? But at the same time, we want to make sure that we build a genuine relationship with them. We find that human connection, which is awesome. They also want certainty that you are the right person for them. And just a heads up, you're not going to be the right person for everybody, and that's totally fine. You want to make. They want to make sure that, like, you can actually get them what they need, that they feel comfortable, they feel safe with you. They feel like they can ask true questions without you getting defensive or, um, trying to bulldoze over their feelings and things like that. So that is a really important piece of this. They also want to be confident that they can do it. So this is another reason, as you guys know, one of the things that I literally speak at and speak to at the end of each of these first couple podcasts has been my testimonial template. And the reason why I think this is so important is when people hear a testimonial, our brains make the connection to other people's lived experience. And what happens is, from their lived experiences, from what's going on for them, they are to be able to make a connection to somebody else if they see and hear more results. For instance, a lot of my people, I talk about how they went from part time to full time, or, yeah, part time to full time, because I know a lot of my audience, the reason why they need the systems is because they need to be extremely efficient and get their work done in a really short period of time. Another thing with these, um, buyers, how they buy is, again, slowly. So follow ups are okay. Taking more time is okay. But I always would recommend that you get a follow up time on the books if it's not a good fit or if you want to make sure you get a follow up on the books. And I like to do 48 minutes, 48 hours after the consult. The reason why my brain said it's not a good fit is because also, you want to be like, you want to be okay with them if they're like, hey, this. They, uh, want to, you want them to feel safe to be like, if this isn't a good time for you, you just tell me it's totally fine, and make them feel safe to be like, okay. Yeah. This isn't actually what I'm looking for right now. The other thing that you want to be doing with the amicable type of buyer is you want to make sure that they feel a connection to you. And also, even if you don't feel necessarily connected with someone, that you're still offering them, like, ways you could help them, even if it's not, like, a perfect fit. So there are people that I immediately, like, connect with, and I'm like, yep, we are good. Like, it just kind of boom, boom, boom. Um, we, like, hit it off right away. There are other people that I don't always hit it off right when, like, where I'm, like, I present very excited, and there are some people that don't love this, that, and that's fine, but I can still help them. I'm still fully capable to help them. And so I do like to explain the ways that I can help them. And also, like, matching energies. Like, a really important thing, if somebody comes onto a consult and they're super hype, then I get super hype with them, which is very natural for me. If, uh, someone comes onto the consult and they're more reserved, I bring it down a notch, and that's okay, too. It doesn't mean I'm not being authentic or genuine. It just means that I am matching someone else's energy and what they're coming in with, so that way, I can serve them and actually create that relationship right away. So that's important. Um, um, but the other thing I would offer is that just because someone doesn't have the same energy as you doesn't mean that they're a bad client or they're not a good fit. Many of my clients that have worked with me do not have the same kind of personality as I do, where it's like, like, excited all the time, which I know I come off cross as a lot, but even then, even. Even if they don't match my energy, they still get amazing results and they're still awesome humans. And it's not like I don't work with them because I'm like, oh, they're not a good fit because they don't. They're not like me. Like, no, I can still totally help them. Um, I also buy from coaches that are completely different than me. Like, I work with people who have a very different, um, style, and it's because they're valuable. And I'm like, yeah, I can totally get value from this, even if there are some things that I don't fully disagree with. I'm like, yeah, I like the way you talk, I like the way you explain things, and I'm fully ready to work with you. You. So that's, um, something that these people want to hear. When you are selling to these people, when they hear the testimonials, you want to create the subjective nature and you want to be like, oh, my goodness. Like, for instance, the one I was speaking about before, they're part time, they have a family. I'd be like, oh, my goodness. You remind me so much of my client Nancy. When Nancy and I worked together, she felt like that, too. And, uh, like, by the time the six months was over, she was finally able to. She had signed three clients and she was feeling so ready. She got her marketing unlock. Her presence on social media went from literally non existent to posting six things on her feed every single week. It's truly incredible. I know I could do the same for you. And I showed them that a lot of the time, like, show don't tell all the time. I'm, like, helping them with that. That, um. Um. You also want to cultivate relationships with them, obviously, and give them space to make sure that you. They have space to think. And a lot of times, like, people that. Again, why I like to see people's facial expressions is I will notice when they're, like, following, they're like, yep, yep, yep. And then all of a sudden, there's, like, a hesitation in their body language, in their face and the way that they're kind of, like, looking on a console where they kind of, like, pause. And a lot of times, like, what I like to do when I'm giving them space is like, I'm like, yeah. So we. Let me. Is there anything, like, with that that feels like something that you have a question about? Is there anything that you're, like, concerned about? And they're like, wow, okay. Like, well, I do have a question. Like, where do I find the people to talk to? And I'm like, that's such a good question. It depends on your goal and for you, based on your business, my goal would be this. Here's where you find the people. This is what it looks like. It's not just like, a lot of times people have questions about, like, um, um, managing leads and having one on one connections. And I mean, like, this is not sneakily going into DM's because a lot of people are like, oh, my God, I don't want to be a spam person. I'm like, I would never teach you to do that. And so it's really helpful for people to be like, how would that look? And I explain more about it. These people also, um, you want to ask, um, a lot of questions. You want to follow up with things and be like, do you think that would be doable for you? How much time do you have to dedicate to your business? Like, those would be the questions I would ask to follow up with them. The last thing is, if they typically, like, will give an objection, they need to think about it. And I'm like, great, that's totally fine. Let's get a consult on the books. In the meantime, here are the common questions I get about, like, the price, whether I do this and this and this or any of those questions that you might have, because questions are totally normal and fine. And I just want to make sure that you have access to those answers and I go for it and, um, support them in that way. Way. So within this from the four types of buyers podcast episode, I want you to think about a couple of things. I want you to think about what type of buyer you are. And I want you to think about, like, how do you like to sell? Like, what is your buying and selling type? And noticing that, notice what type of buyer you typically speak to. One of my clients, I love her to pieces. And literally, like, every time she is such an expressive buyer, it's hilarious. Every time she goes to market things, I, we've made, like, a coordinate where I'll wave my hand, I'll be like, can you explain this to a data driven buyer? Because she's like, and then you'll go and help your family and it'll be great. It's so, so sweet because it's, like, so genuine and authentic. But I'm like, this isn't always going to resonate for every type of buyer. They need to hear more about the stats. How much money, on average, does somebody make? How much? Because she also, um, does a different type of coaching, but it's media related. So within that, you want to make sure that you know who you're speaking to in your marketing. And doing a little bit of each of the types of buyers is really helpful. You also want to make sure that you are including different type of messaging for each of them and that you are making your selling and really accessible to all types. Types of the buyers. So again, the four types of buyers are the expressive buyers, the doers, the data driven buyers, and the amicable buyers. Make sure that you are addressing things in your marketing and in your sales calls. And I hope to see some of you at, uh, the four types of buyers webinar coming up next Monday the 17th at, uh, 04:00 p.m. eastern. Have a great week, guys.