A methodical mind is an analytical, strategic mind. While some people operate from their emotions, others are very logical. When buyers approach life in this way, they see and experience the world through a calculated lens. They take their time and want to analyze rather than be spontaneous and radical when making decisions. When making purchases, the methodical mind makes an analytical shopper. They are not controlled by their impulses or emotions but by details and data. This shopper isn’t always easy to detect as they keep their intentions close to their chest and don’t want anything to interfere with their process.
The analytical buyer is often misunderstood. While some are friendly, they may need careful handling as they are often perceived as aloof or uninterested. However, this is not always the case! Demonstrating your expertise builds confidence with the analytical buyer, bringing them out of their scrutinizing shell. Your goal should be to engage their interest with the information they seek as they gather data to prepare a well-researched, thoroughly analyzed decision. This type of shopper leaves no stone unturned and seeks to have all their questions answered when choosing a product or service.
This type of shopper is risk-averse and motivated by avoiding buyer’s remorse. While there is a difference between risk and buyer’s remorse, the analytical buyer tries to avoid both at all costs. To do this, this buyer goes through a set of analytical steps before a purchase or agreement is made to justify a purchase, especially if it is a big purchase. By doing so, they ensure that they have no guilt, shame, or regret afterward. They can be confident that they are making a reliable choice with the product they will settle on and not have to worry about it not living up to expectations days, months, or years later. That’s why most analytical buyers are value-based buyers. It’s not about the cost as much as it is all about the value and price compared to what the item can do and how long it can do what it was designed to do.
When even the most seasoned sales professional encounters an analytical shopper, knowing how to engage with and establish a connection is not automatic. It takes a delicate yet intentional approach. Here are a few tips for recognizing and respecting how they shop and purchase.
Give them space
When this customer enters your store, part of their customer experience includes giving them room to consider the pros and cons of your product, respecting their need to think about the information they are receiving and processing. A healthy distance is acceptable, whereas an aggressive and pushy sales representative feels like pressure, and this customer cannot and should never be pressured. The space you give this customer after your initial greeting and exchange equates to confidence in your product and brand.
Share your contact information
Understanding that analytical buyers value research and time, it’s important to provide them with your contact information and stay in touch until a decision is reached. This ongoing communication is a crucial part of their sales process and can help you establish a strong relationship. By being ready to follow up and keep communicating, you’re showing that you’re invested in their decision-making process.
Be prepared to test your knowledge
This shopper should be approached by someone more experienced than a junior salesperson because product demonstrations and expert answers help this shopper make an informed purchase decision. Even if you are less knowledgeable, when you realize you are working with an analytical buyer, partnering with a more experienced sales professional is how trust is built. Transparency and humility are essential because this shopper is collecting data, and your brand image should align with theirs. Therefore, be honest about how much you know and don’t know about your product. With this shopper, now is not the time to be arrogant because they will interpret this as deception, equating that to something faulty with your product. Particularly for the analytical buyer, your brand cannot afford that association.
When it comes to the analytical buyer, they, like your other clients, want to be listened to, respected, and not rushed. Most importantly, they want to be understood in the ways in which they approach making purchases. They are unique simply because this buyer expects your brand and brand representatives to know their product, allow them to test the market, and, when they do make a decision, they want your product to deliver. The analytical buyer is the customer who expects brands to live up to their expectations, and that’s why we appreciate and value this shopper.