I want to talk with my friend before I decide; I really respect what she has to say.
Customers like this need reassurance from someone they trust. Small business owners who recognize an amiable-style buyer know it’s about developing a relationship first.
An amiable is one of four personality styles identified by researchers, Merrill and Reid1.
They might find it difficult to voice their true feelings, especially to people they’ve just met. But they are eager to talk with you and learn more about you as a person.
Amiables are people pleasers so you may have difficulty identifying them since they want to know about you. Here are some clues that might mean you are talking with an amiable:
It’s important to take the time to establish a relationship with amiables. It’s not surprising that they need more time to make a decision. They have to feel comfortable about who they are dealing with first, then they’re ready to hear about your product or service.
Here are some ideas that may help:
Reassure amiable customers by taking time to know them first. Provide evidence that, like a friend, they can trust you. Over time, you will gain their confidence and, potentially, a long-term customer.
Read our previous post in this series: A Beautiful Analytic Mind.
1 Merrill, D. W. and Reid, R. H. Personal Styles and Effective Performance, Radnor, PA: Chilton Book Company, 1981.