First-Time Buyer

Likes

Guidance, guarantees, simple options

Dislikes

Overwhelm, pressure, jargon

Recommended sales approaches

• The Case Study Walk through a similar client's success.
• The Demo Day Live or recorded demo.
• The Ecosystem Part of a larger ecosystem.
• The Essential Essential for their success.
• The Fair Fair to customers; no tricks.
• The Freemium Free tier to get them in; upsell later.
• The Full-Service We do it all for them.
• The Group Discount Bring a group; everyone gets a deal.
• The Holiday Holiday or seasonal tie-in.
• The Local Local business or sourcing.
• The Loyalty Reward repeat or long-term commitment.
• The Member Price Members get a special price.
• The No-Pitch Don't pitch; just help. Sell later.
• The Retarget Retarget with message based on behavior.
• The Secret Share a 'secret' or insider angle.
• The Small Small business; personal touch.
• The Surprise Unexpected extra or upgrade to delight.
• The Underdog We're the small one fighting for you.