Twenty22

HOW TO
IDENTIFY
THE 4 TYPES
OF CLIENTS
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 Twenty22

?
1 2 3 4

Identify which client

type you’re talking to
and then choose the
appropriate response.

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 Twenty22

1 2
Price Buyer Window Shopper

3 4
Know-It-All Value Buyer

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 Twenty22

1
Price Buyer
The price buyer is driven by getting
the lowest possible price. Quality
and service are not important in
their purchasing decision.
They will drive 50 miles
to save $1.
Do not try to convince them.
Refer them to someone else.

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 Twenty22

2
Window Shopper
The window shopper is indecisive,
and early in the buying cycle. They
want to compare and contrast
many options before making a
decision.
Tell them to call you last, and
only if they don’t feel confident
with anyone else. Teach them
questions to ask so they can
properly vet others.
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3
Know-It-All
The know-it-all is the epitome of
“a little knowledge is a dangerous
thing”. They flex their “knowledge”
and like to lead the engagement.
They often say things like “this is
easy” or “it shouldn’t take long”.
Agree with them. Say, “It’s
easy. Anyone can do this.

Why needlessly spend money
on this?” More

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Know-It-All (continued)
Then, pause. Count to three in
your head. Let the client figure
out the absurdity of their own
challenge. Most challenges like
this are negotiation tactics to
diminish the value of your work.
Don’t take the bait by
responding directly.

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4
Value Buyer
The value buyer has an unresolved
problem, and knows that only by
spending money, will they be able
to make the problem go away.
This type of client places a
premium on their time. They will
spend more money to buy back
their time. They want to hire the
best and will pay for it, because
they want this off their plate. More

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Ask questions to determine


1) impact & 2) urgency.
Open up with:
“Is this a big problem that once
solved, will make an impact on
your business?”
“What is a problem that you’ve
been unable to solve so far and
would really like to get off your
desk?”
Follow up with…

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What?
What would happen to your
business if this problem remained
unresolved?
What else could you focus on if
this were no longer a problem?
What keeps you up at night?
What do you dread most when
you’re planning your day?
How?
How will this impact your
business?
How will you know if the solution is
a success?
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 Twenty22

Bonus tip:
Use the Eisenhower Graph to map
out potential solutions and only
focus on the solutions that meet
the impact/urgency criteria.

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 Twenty22

Impactful

Idea 1 a 2
Ide

Not
PLAN DO NOW Urgent
Urgent

DELETE DELEGATE
3 Idea
Id ea 4

Not
Impactful

Eisenhower Graph*
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 Twenty22

What was most

helpful to you?
Let me know in the
comments below.
Funko Pop designed by
Amzy Sethi

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