Previously, we talked about your 5 buyer types and how each one responds differently to making repeat purchases from you.  We’ve covered Amy and Bob, and now we’re going to talk about Carol (your third buyer type) and cover when she’s most likely to buy – and why.

What is Carol Like?

Carol is basically happy and confident like Amy, but scattered, disorganized and emotional like Bob. (She shares virtually nothing in common with Daniel, but interestingly, the likelihood of her ending up married to him is disproportionately high. Go figure. Second likely is Bob. Amy would probably call Carol a trainwreck and run screaming from the room.)

Carol is probably very attractive to members of both sexes. People tend to find her fascinating and dynamic. She tells lively stories, and she’s comfortable being the center of attention. She’s not necessarily extroverted, but she’s probably not shy. She is least likely of the archetypes to be afraid of public speaking, for example, because as far as she’s concerned, she speaks in public every day. Read More

Previously, we talked about your 5 buyer types and how each one responds differently to making repeat purchases from you.  We’ve covered Amy, and now we’re going to talk about Bob (your second buyer type) and cover when he’s most likely to buy – and why.

What Is Bob Like?

Bob is your second most likely repeat buyer, and as such you want to pay close attention to him when you’re planning your upgrade, upsell and cross-sell offers.  He will make you very good money if you keep him safe. Let’s look at what Bob’s thinking in general, and what he’s thinking about when you offer him the option to purchase more from you.

Bob isn’t as confident as Amy.  He’s often not confident at all. He can be happy at times, but he tends towards stress and anxiety and doesn’t feel completely in control of his life at any given moment.  Because he has so much to think about, he’s a pretty logical fellow, but at the end of the day he buys based on the intensity of his current emotional state. Read More

Previously, we talked about your 5 buyer types and how each one responds differently to making repeat purchases from you.  Now we’re going to talk about Amy (your first buyer type) and cover when she’s most likely to buy and why.

What Is Amy Like?

Amy is your most likely repeat buyer, and as such she’s the one you want to pay most attention to when you’re planning your upgrade, upsell and cross-sell offers.  She will make you the most money. Let’s look at what she’s thinking in general, and what she’s thinking about when you offer her the option to purchase more from you.

Amy does not generally feel afraid. She is very in control of her finances, whether she’s doing well financially or not. She is the most likely of the 5 types to know exactly what her credit card balances are at any given time, and the least likely to attach any emotions to the figure. Read More

I will try to be brief. Please understand that it has taken me five years to write this article, so if I cannot be brief, please forgive me.

Long ago, before I started this company and before I started this blog, I realized there was something wrong with marketing and sales training. It wasn’t right. It’s not that it wasn’t working, per se. It was working okay, I guess. Buyers were happy enough. It just wasn’t right.

You read a book, you got what you could out of it, and you tried to apply it as well as you could, given the constraints of your resources and capacity. It seemed that there was perhaps a better way, and that nobody had found it yet. I started making my own training and development guides, figuring I may as well try my hand at it. But still. Read More

Naomi is in Ireland and mostly away from all things internet, and so we present for your reading pleasure and general edification Post #3 in the Unofficial List of The Top 15 Best / Favorite / Most Popular IttyBiz Posts.

Originally published January 31, 2008

You’re not alone.

I’m typing this in bed, on the new laptop my IttyBiz readers bought me. (By the way? Thanks for that.) To my right, on the floor, on Jamie’s side of the bed, sit two Macintosh computers. They belong to my mother. For those of you who are new, I’ll take this opportunity to mention that my mother moved to Europe in 2005. I have yet to get off my ass to put them in storage. To my left is a floor full of books. They used to live in my busted chipboard bookshelf, but Jack likes to play with them, taking them down and putting them back in an order he feels is more appropriate. The last time he played this game was about 10 days ago. The books are still on the floor. Neither of us can get into bed from the sides, so we come up from the foot. Read More