Do you like to prospect for new business, or do you focus on the clients you currently have? Or would you rather apply a value-centered marketing approach so people see it as a resource and approach whenever they need further assistance? Digitally Global, introspect the three basic sales personas in this article.
How you approach a sales process can make all the difference. There are three types of salespeople in this world: hunters, farmers, and trappers. Although these personalities typically have different approaches to selling products or services, they must find what works best for them so their customers will be happy with the result. This post is going to take an inside look at how each type of personality sells and where they excel most!
The hunter and farmer are two very different sales personas. The main distinction between them is what each spends their time doing, with one focusing on cultivating existing relationships while the other seeks opportunities within new leads. Hunters spend more of their day prospecting for potential customers by constantly hunting down unfamiliar prospects that may be a good fit; meanwhile, farmers cultivate current clients by building upon pre-existing connections through networking or email marketing campaigns before looking into any additional accounts available.
As we go more in-depth into each sales persona and its main characteristics, you’ll have a better understanding of each one.
The HUNTER – Sales Persona
As the name suggests, a hunter salesperson is out there hunting for new opportunities. They’re motivated to keep finding more deals and drawing in leads as they go from one deal to another.
The hunters are great at quickly building rapport with prospects, but not really good at cultivating long-term client relationships. They go to many networking events, join other organizations and use LinkedIn or social media platforms to reach out to leads from time to time; they make lots of calls on the phone too – asking for referrals is standard practice for them as well.
The hunters are the best performers in independent roles. People with this persona will do well as account executives, field representatives, or business development managers because their personality lends itself to being self-reliant and resourceful enough that it doesn’t matter if the going gets tough – which is typically when hunters are at their best!
The FARMER – Sales Persona
The farmer salesperson spends most of their time fertilizing and watering the existing customers. They work to foster the relationship with their customers before anything else, building rapport over time so that they can offer products at a higher price point than competitors who rely on cold-calling or inbound leads.
With a client-first mindset, they strive to provide the best customer experience possible. The farmer is happy to help when issues arise and will do anything necessary to ensure their clients are content. They put their customers first, which is why they have an impressive rate of customer retention. They also drive revenue with existing clients, sometimes through encouraging upgrades to higher software tiers as a business scales – ensuring growth without loss of current customers or investment in new ones!
Sales roles that farmer personas are best at are account managers, customer service representatives, and client success managers.
Hunters and Farmers usually reside at either end of the spectrum with Trapper occupying a middle-ground position.
The TRAPPER – Sales Persona
A trapper salesperson is an expert at understanding their prospect’s desires and needs. Their clever strategy for approaching prospects ensures that they meet them where they are in the buying process, ensuring a speedy success with any deal!
The inbound marketing tactic of social selling helps trappers connect with their B2B prospects on LinkedIn to create a perfect way for them to communicate the value they offer. This approach is called social selling and it targets B2B professionals.
A skilled trapper is also creative at using social proof, like testimonials and case studies with their clients. The empathetic nature of a good trapper can sway their customer into doing business with them after only one meeting! They are skilled at closing the deal while you’re in front of them – so make sure not to be swayed by all that charisma.
The difference between the three personas is that one understands your needs, another protects you from unexpected events and a third helps to make life easier. The first two are there for security while the last provides what we need when it comes down to day-to-day tasks. Understanding these differences can help you choose which persona best suits your lifestyle so no matter who or what makes an appearance in our lives; they’ll be taken care of by their respective saviors! The infographic below is a rundown of what distinguishes each one from the next:
Can You Try And Change Your Sales Persona?
It’s hard to find someone who is well-developed in more than one of these personas. The future is as unpredictable and diverse as the people who inhabit it, which means that every industry, business model, or personal style will ultimately dictate its own right blend of these three personas. Great marketing brings people into your world but you still have to close the deal–sometimes they come into your world through marketing but you have to keep tracking them until it’s time for them to see that what you offer really suits their needs or preferences best!
The front-line salesperson has a unique opportunity to develop his or her strengths and nurture them. If you’re an entrepreneurial business owner, explore the different personas that complement your own to create synergies and grow your company with speed. To have a better understanding of your sales team and to optimally use everyone’s potential, click here.