Different types of buyers in cross-border e-commerce and their coping strategies

In the field of cross-border e-commerce, understanding the different types of buyers and their behavioral characteristics is crucial to improving service quality and sales efficiency. According to buyers’ behavior patterns, personality characteristics and purchasing motivations, we can roughly divide them into the following categories and propose corresponding countermeasures for each type.

Classification and Countermeasures by General Types of Buyers

1. First time online shopper
   These shoppers are relatively new to the e-commerce environment and often choose lower-risk items as their first try. Therefore, a clear and concise shopping process and high-quality product images can help increase their confidence.

2. Reluctant Shopper
   For shoppers who are worried about online security and personal privacy leaks, merchants need to clearly display their security measures and privacy policies to alleviate their concerns.

3. Bargain Shopper
   These consumers are price-focused and use comparison shopping tools to find the best deals. For this group, providing preferential and promotional information will be an effective means of attracting them.

4. ‘Surgical’ Shopper
   Consumers who know the characteristics of the products they want in advance expect to find matching options quickly and accurately. In this case, a customer service system that provides timely feedback on other user reviews and provides professional knowledge support will be favored.

5. Avid Shopper
   Treat online shopping as part of your entertainment and have fun doing it. In order to satisfy the curiosity of such customers, the website should design highly interactive functional sections, such as virtual fitting rooms, personalized recommendations, etc.

6. Motivated Shopper
   A pragmatist who pursues efficiency and convenience. Therefore, an intuitive and easy-to-use navigation structure and detailed product descriptions can effectively attract this group.

Classification and countermeasures based on customer personality characteristics

1. Customer Friendly
   He has a gentle personality and is easy to get along with, but that doesn’t mean you can ignore the quality of service. Instead, pay more attention to details and provide a service experience that exceeds expectations.

2. The assertive customer
   Strong and decisive, expect to be taken seriously. Care needs to be taken when dealing with such matters to ensure that they are treated with the respect they deserve.

3. Analytical Customers
   Be rational and calm and focus on factual basis. Maintain an honest and transparent attitude when communicating, answer questions patiently, and strive for their understanding and support.

4. Self-oriented customers
   Self-centered and difficult to compromise. When encountering such situations, maintain professionalism, handle differences appropriately, and avoid escalation of conflicts.

Classification and countermeasures according to purchasing behavior

1. Sociable
   Willing to communicate and value building relationships. For such buyers, a warm and thoughtful service attitude will help facilitate the transaction.

2. Purchasing type
   Place the order directly and don’t like additional interactions. There is no need to follow up too much to avoid resentment.

3. Polite
   A good reception may generate additional willingness to spend. Therefore, it is crucial to always maintain a friendly attitude.

4. Bargaining type
   Be good at negotiating prices and expect to get more discounts. In situations like these, stick to the bottom line while showing flexibility.

5. Take photos and don’t buy them
   For this group of people, flexible use of the complaint mechanism or lenient handling may depend on the specific circumstances.

Efficient ways to deal with buyers’ price reduction strategies

• Anchoring Strategy

  • Don’t passively wait for the other party to bid, take the initiative to make an offer.
  • Explore the reasons behind and understand the real demands.

• Counterattack Strategy

  • Ask actively to understand the reasons for objections.
  • Emphasize its own value and explain the pricing logic.

• Price Impact Strategy

  • React calmly and avoid being confused by appearances.
  • Analyze counterarguments and adjust negotiation strategies.

To sum up, by carefully classifying cross-border e-commerce buyers and formulating corresponding measures in a targeted manner, it will not only help to improve user experience satisfaction, but also effectively promote the growth of order conversion rate.