In the world of high-ticket sales, one particular type of buyer stands out: the Quiet Lurker.
Unlike the impulsive shopper who makes a purchase based on a whim or a sudden burst of desire, the Quiet Lurker is methodical, patient, and cautious.
They spend weeks, sometimes months, meticulously researching before investing large sums of money.
Understanding the psychology of the Quiet Lurker Buyer is crucial for any high-ticket seller. Using little-known sales psychology frameworks, let’s get a deeper understanding of the mind of this unique buyer.
Where the Quiet Lurker Buys and What They Think
The Quiet Lurker buyer, as I like to call them, is obsessed with the details, and when they come across your business, they are in the authoritative position to decide if they want to work with you.
They’re eyeballing your competitors…
Silently watching your social media feed…
And when their burden is too big to bear all alone, your content begins to pop up in their mind, and BOOM!
The reach out an exclaim how excited they are to work with you, and beg for you to take their money.
The Decision-Making Process
Quiet Lurker Buyers employ a calculated and comprehensive decision-making process.
They gather as much information as possible about a product or service before making a purchase.
This process involves understanding the product’s features, comparing prices, reading reviews, and weighing the pros and cons.
The Theory of Buying Behaviour, a psychological framework, suggests that this process involves four stages: need recognition, pre-purchase search, evaluation of alternatives, and the purchase decision.
Need Recognition
The first stage of the buying process is need recognition.
Quiet Lurker Buyers are typically motivated by a significant need or problem requiring a substantial investment. This need drives them to seek a high-ticket product or service that can provide a solution.
They’re in it for the long term and also see their life as a longer investment.
They can see things through the lens of years ahead and need to be educated on how your productt will help their life in the next few years.
If you can’t answer that question – it will be a hard “no” from them and they’ll seek solace elsewhere for their burning problem.
Pre-Purchase Search
The pre-purchase search is where the Quiet Lurker truly shines.
They spend considerable time researching different products or services, gathering information, and educating themselves about their options.
They are proactive in their search, seeking out information from various sources, including product websites, reviews, forums, and even contacting sales representatives for detailed inquiries.
**If you’re a wise business owner or marketing director, you will have your SEO up to date with product marketing, and delight them in everystep of their journey towards a beautiful transformation.
Evaluation of Alternatives
Once the Quiet Lurker has gathered enough information, they move on to the evaluation of alternatives.
They compare different products or services based on various factors such as price, quality, reputation, and after-sales service.
They might create detailed comparison charts or even consult with industry experts to make the most informed decision.
This is your chance (through email as you move closer to the bottom of the funnel) to feed them what they’re looking for.
Here, you want to think short, snappy copy with product descriptions that highlight not only the benefits but the long-term emotional appeal of investing in your offers.
The Purchase Decision
The final stage is the purchase decision.
After extensive research and evaluation, the Quiet Lurker makes their decision. However, even at this stage, they might still be on the lookout for any last-minute information that could impact their decision.
Understanding this methodical decision-making process can help high-ticket sellers tailor their sales strategies to meet the needs of the Quiet Lurker Buyer.
— > By providing comprehensive and detailed information about their product or service, addressing potential concerns, and being patient throughout the sales process, sellers can effectively engage this type of buyer and, ultimately, close the sale.
The Impact of Sales Psychology: In Email Marketing
Psychological principles will help you better understand and cater to Quiet Lurker Buyers.
— > The Principle of Consistency, for instance, suggests that people like to be consistent with their past actions. Therefore, providing a free trial or sample might encourage the Quiet Lurker to make a purchase, as it aligns with their meticulous evaluation process.
— > The Scarcity Principle, which states that people perceive scarce items as more valuable, can also be effective. However, it needs to be used carefully with Quiet Lurker Buyers, who might be skeptical about sales tactics (when in doubt, go the organic route and ensure your urgency is REAL)
Lastly, the — > Authority Principle can work well with this type of buyer. Quiet Lurker Buyers appreciate expert opinions and detailed information.
Therefore, establishing yourself as an authority in your field and providing in-depth, accurate information can significantly influence their purchase decision.
In conclusion, understanding the Quiet Lurker Buyer’s methodical decision-making process and leveraging sales psychology principles can significantly improve your high-ticket sales strategy.
If you promise to fulfill their need for detailed information, patience, and authority, you can effectively engage these buyers and increase your chances of making a sale and driving retention marketing over and over again for years to come.
// Ready to engage this type of buyer and leave the old tactics behind? Read this other blog on how you can infuse both SMS and Email Marketing together to delight this buyer from start to finish.
Great information Tiff we can tell your true to the game. All your DEEDS speak for you.