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Tipos de clientes que puedes encontrar y cómo tratarlos Saltar al contenido Si llevas tiempo con tu empresa habrás visto muchos clientes. Cada cliente es un mundo y cuando ya has tratado con muchos, tiendes a clasificarlos. Hay muchos
tipos de clientes y tienes que saber cómo tratar a cada uno. Una vez que estemos en el mercado los clientes aparecerán, se transformarán, se consolidarán e incluso desaparecerán. Es importante tener en cuenta que un cliente no solo es la persona que nos compra, sino cualquiera que tiene una necesidad que tu empresa puede cubrir. En este artículo hablaremos de los
tipos de clientes que existen y todo lo que hay que saber para tratarlos y tenerlos satisfechos . Así que si quieres saber qué clientes te están llegando y qué hacer cuando los tengas delante, quédate por aquí.
Distintas clasificaciones de los tipos de clientes de una empresa Los clientes pueden clasificarse de muchas formas, de hecho hay muchas teorías sobre los tipos de clientes. En Gestion.org vamos a conocer la clasificación según dos criterios: el estatus y la personalidad . El criterio de clasificación según estatus es muy útil para una correcta gestión de cara a obtener mayores resultados de ventas y crecimiento para la empresa. Podríamos decir que es un forma de clasificar a los clientes que se basa casi solo en el dinero que aportan. Por otra parte, clasificar a los clientes por su personalidad puede dar muchas pistas para saber cómo comportarse con ellos, conseguir fidelizarlos y que puedan recomendarnos a otras personas.
Tipos de clientes según su estatus Comenzamos con una de las clasificaciones de clientes más clásicas y a su vez más clarificadoras. En ella distinguimos 5 tipos de clientes.
Clientes actuales: son los que realizan compras habitualmente. Se podría decir que son los que sostienen tu negocio.Clientes activos: estos clientes realizan compras con relativa frecuencia o bien compraron recientemente en un periodo de tiempo fijado por la empresa. Algunos meten en el mismo grupo a estos clientes y a los actuales.Clientes inactivos: se trata de clientes que han comprado pero hace tiempo que no lo hacen. Estos compradores han realizado sus adquisiciones fuera del periodo establecido por la empresa.Clientes potenciales: es curioso que se les llame clientes ya que nunca han comprado a la empresa. No han comprado pero se han interesado pidiendo información, solicitando presupuestos y además cuentan con poder adquisitivo para poder comprar.Clientes probables: este tipo de cliente nunca ha comprado a la empresa ni ha manifestado interés en hacerlo. Sin embargo, por sus características podrían convertirse en compradores futuros. Como puedes ver en las definiciones, esta clasificación se rige por la variable tiempo . Imagina que tomamos como referencia un año. En un año podemos estudiar cuántos clientes nos han comprado y cuántos han pedido presupuesto pero no han comprado. Pero si tomamos otro periodo de tiempo los resultados serán diferentes. Es evidente que hemos de tratar de forma distinta a un cliente que te conoce y conoce tu producto que a otro que no lo haya hecho. En el primer caso trataremos de fidelizar al cliente , mientras que en el segundo caso tendremos que elaborar una estrategia para captarlo y que realice la compra. Vamos a meternos más en detalle para conocer estos tipos de clientes y sus características, lo cual es básico para saber cómo actuar con ellos y tenerlos satisfechos.
1. ¿Qué tipo de clientes activos nos podemos encontrar? Podemos distinguir 3 tipos de clientes activos: de compra frecuente, influyentes y clientes satisfechos . No tenemos por qué encasillar a un cliente dentro de un subgrupo. todo lo contrario, pueden tener características incluso de los 3 subgrupos.
Clientes de compra frecuente : son aquellos que realizan sus compras muy a menudo en la empresa. Es muy importante no descuidar la relación con estos clientes.Clientes satisfechos : son los que perciben sus compras y la empresa de acuerdo con sus expectativas. Dentro de este grupo podemos encontrar también a los clientes complacidos, los cuales sienten que tu empresa y tu producto han superado sus expectativas. Se trata de clientes poco dispuestos a cambiar de marca, pero podrían hacerlo si encuentran algo mejor.Clientes influyentes : tienen capacidad de influir en las otras personas en cuanto a comprar o no comprar en la empresa, de manera que hay que dejarlos satisfechos. Incluso hay empresas que llegan a pagarles por usar el producto y hacer recomendaciones. El grupo de clientes influyentes es complejo porque muchos pueden serlo a diferente nivel. Están los clientes de gran influencia, de regular influencia y de influencia familiar. Los clientes de gran influencia pueden mover masas. Los de regular influencia, la ejercen en grupos más reducidos, como grupos de profesionales y especialistas. Los clientes de influencia a nivel familiar también se deben tener en cuenta, ya que en muchas ocasiones a quien vamos a pedir consejos y recomendaciones es a nuestras familias. Todos estos clientes tienen aspectos positivos frente a la compra y hay que mantenerlos. Para ello es necesario desarrollar una estrategia de ventas y atención al cliente que juegue a tu favor.
2. ¿Cómo podemos clasificar a los clientes inactivos? La forma más inmediata de clasificar a los clientes inactivos es teniendo en cuenta la razón por la que han dejado de comprar . Puede ser por 3 razones:
Porque ya no necesitan el producto. Porque se han pasado a la competencia. Porque han quedado insatisfechos. Estos clientes no tienen por qué estar perdidos. Puedes buscar una política de ventas para atraerlos de nuevo o recompensarlos por el mal servicio prestado .
3. Clasificación de clientes potenciales La clasificación de los clientes potenciales no es muy distinta a la clasificación de los clientes activos. Como son clientes que en realidad no conocemos, tenemos que hacer un estudio de mercado para poder conocerlos. Así, tenemos 3 criterios de clasificación de clientes potenciales:
Según su posible frecuencia de compra. Según su posible volumen de compra. Según su posible influencia. Pero esto no es todo, ya que dentro de esta clasificación se encuentran las distintas clases de clientes potenciales que nos encontraremos. Según su posible volumen de compra tenemos los siguientes clientes potenciales:
Clientes Potenciales de compra frecuente . Clientes Potenciales de compra habitual. Clientes Potenciales de compra ocasional. Según las estimaciones de los estudios de mercado, los clientes potenciales de compra frecuente son los que pueden convertirse en clientes actuales. Los clientes potenciales de compra habitual u ocasional tendrán un perfil de cliente activo en caso de que empezasen a comprarte. Pasamos ahora a los clientes potenciales según su posible volumen de compra . ¿Cómo los clasificamos?
Clientes potenciales de alto volumen de compras . Clientes potenciales de volumen medio de compras . Clientes potenciales de bajo volumen de compras . Cuando hablábamos de clientes actuales y activos, tomábamos una referencia temporal para determinar cuándo se considera que compran habitualmente o no. Con el volumen de compra tenemos que hacer algo similar. Hay que determinar qué volumen de compra se considera alto, medio o bajo. Esto dependerá de cada empresa y de los volúmenes de compra actuales que tengamos. Llegamos por último a los clientes potenciales según su grado de influencia . Por ello se dividen se forma similar en:
Clientes potenciales altamente influyentes . Clientes potenciales de influencia regular . Clientes potenciales de influencia familiar Este tipo de clientes se identifica mediante una investigación de mercado que permite identificar a las personas que ejercen influencia en el público objetivo y a sus líderes de opinión, a los cuales, convendría convertirlos en clientes actuales para que hagan uso de su influencia en un futuro cercano.
Tipos de clientes según su personalidad. Además de por la actividad de compras que realizan en la empresa, los clientes también pueden clasificarse por su actitud cuando hay que tomar la decisión de compra . Según esta clasificación podemos encontrarnos con las siguientes tipos de clientes:
Clientes amigables: s on simpáticos y amables, aunque en ocasiones pueden llegar a hablar demasiado. Se recomienda tratarlos bien, intentando reconducirlos hacia la decisión de compra. En el caso de que no lo veamos posible, lo mejor es no perder demasiado tiempo con ellos.Clientes difíciles: s on clientes exigentes, que siempre encuentran defectos y que creen tener la razón siempre. Se recomienda ofrecer el mejor servicio de atención al cliente, ofreciendo alternativas sin quitarles la razón.Clientes tímidos: son personas introvertidas que no suelen decidirse en la compra. Se recomienda ayudarles a decidir, motivándolos a la compra enumerando los beneficios que tiene el producto. Nunca debes tratar de aprovecharte de ello. Que sean tímidos no quiere decir que sean tontos y pueden convertirse en un futuro cliente insatisfecho.Clientes impacientes: tienen prisa por hacer las compras, así que se le debe ofrecer la máxima prioridad, pero sin descuidar al resto de clientes. No les interesa que entres en profundidad en los detalles. Si lo haces, probablemente perderás la venta.Clientes indiferentes: les da igual el producto y la empresa, simplemente compran. Tienen una actitud neutral hacia el producto, que no se puede calificar de atracción ni de rechazo. Captar a estos clientes supone sacarlos de su esquemma y seducirlos con la propuesta de la empresa. Son pocos los que acaban siendo fieles a una marca determinada.Clientes leales: son fieles a la empresa o a la marca, pero no por ello hay que descuidarlos. Hay que ofrecerles lo mejor, aconsejarlos y premiar su fidelidad.Clientes desconfiados: no se creen nada, por lo que hay que darles la máxima información, sin mentiras. Tienes que apoyarte en fuentes fiables para que te crean.Clientes rutinarios: no les gusta innovar y suelen ser fieles a la empresa. Se les debe ofrecer lo de siempre y un trato familiar. La atención al cliente es fundamental, ya que compran en tu empresa por comodidad. Si no reciben lo que buscan se marcharán a la competencia.Clientes groseros: están frecuentemente de mal humor, llegan a ser ofensivos y discutir con mucha facilidad. Hay que argumentar sin caer en sus provocaciones y ofrecerle la máxima amabilidad. Es el cliente fácilmente irritable que siempre quiere que le den la razón, aun cuando no la tenga. Al menor fallo, es posible que se dé de baja de tu servicio. Sin embargo, puede ser tmbién que su actitud sea una forma de exigir buen servicio.Clientes sabelotodo: piensa que lo saben todo y pueden mostrarse muy engreídos. Hay que darle la razón pero llevándolo al propio terreno, y sobre todo ofrecer una buena atención y cortesía máxima.Clientes impulsivos: suelen cambiar de opinión con frecuencia y se dejan llevar por las emociones. Es importante atenderle como a cualquier otro pero indicando todo de forma breve y concisa, tener rapidez a la hora de cerrar una venta , y una vez se tiene lograda no decir nada más porque podría cambiar de opinión incluso con puntos positivos.Cliente objetivo : este cliente es la antítesis del anterior. No lo conquistarás con carisma y simpatía, pues lo único que tiene en cuenta es si lo que le ofreces va a solucionar de verdad sus problemas. No es agresivo, pero sí puede resultar algo frío. La clave para venderle es suministrar datos incontestables como pueden ser las cifras, entre otros. Clientes indecisos : son similares a los clientes indiferentes, con la salvedad de que estos se muestran menos fríos y algo más interesados por lo que se les ofrece. Les cuesta decidir entre varias opciones. La mejor manera de seducirlos es utilizando un discurso breve y directo.Clientes embajadores : estamos ante uno de los tipos de clientes que toda empresa desea tener. Está muy satisfecho con tu empresa y tu producto. No solo eso, sino que te recomienda siempre que puede y te trae nuevos clientes. Si además es una persona o empresa altamente influyente, te ha tocado la lotería. Lo mejor que puedes hacer es cuidarlos más que a nada.Clientes potencialmente desertores : se trata de los clientes que han tenido una mala experiencia con tu producto y tu empresa, por tanto no están satisfechos. Esto hace que su compromiso hacia la marca sea pequeño y probablemente vayan aireando su mala experiencia. Todavía no se han marchado pero lo harán pronto.Clientes rehenes : son aquellos que continúan comprándote aunque no estén del todo contentos. Esto suele ocurrir en caso de monopolios o cuando no se encuentran opciones mejores. No obstante, en cuanto aparezca una oferta que le interese más, acabará yéndose.Clientes mercenarios : son los que, a la hora de comprar, se guían básicamente por el precio y otras condiciones en las que se ofrece el producto que les interesa. No son fieles en absoluto y si lo son es porque no han encontrado otro producto de precio más bajo , ya que la calidad les importa poco. En cuanto encuentren algo más barato, lo comprarán y te dejarán tirado. Con esto concluimos con las clasificación de los tipos de clientes. Cuando realizas alguna compra, ¿te sientes identificado con alguno de estos tipos de clientes? Y si tratas con clientes en tu puesto de trabajo, ¿eres capaz de reconocer estos tipos en tu interacción diaria?
Los tipos de clientes y cómo tratarlos: pautas básicas para atender a cualquier cliente Existen tantos tipos de clientes como variables existen en las compras, incluso muchos no tienen por qué ser incompatibles con otra categoría. Es posible realizar clasificaciones de clientes según muchos criterios y ya hemos visto algunas de ellos. Debemos utilizar las clasificaciones útiles para nuestro tipo de empresa, y realizar un plan de ventas adecuado a ellos. Lo que hay que tener claro y no se debe olvidar en ningún momento es que los tipos de clientes pueden variar de un momento a otro , así que hay que saber identificarlos y tratarlos en cada situación. Otra cosa muy presente en las empresas es que ningún cliente es imposible. No se debe dejar escapar ningún cliente, de hecho incluso los catalogados en los como difíciles pueden ser los más importantes para la empresa si se descubre cómo tratarlos. De ahí la importancia de un buen servicio de atención al cliente. Y es que el servicio de atención al cliente debe empezar antes de que dicho cliente entre por la puerta o se ponga en contacto con nosotros , atrayéndole hacia nuestro producto. Por encima de todos los planes de marketing , ventas, o publicidad que podamos elaborar, hay que tener en cuenta que todos los clientes son especiales, únicos, y debemos tratarlos como tal. Si quieres ver de forma gráfica algunos tipos de clientes y cómo tratar con ellos, te recomendamos este vídeo. VIDEO
¿Cómo estableces la tipología de clientes en tu empresa? Te hemos mostrado varias formas de clasificar los tipos de clientes en una empresa. En lo que se refiere a las compras es muy importante que no olvides a los tipos de clientes potenciales y pienses acciones de marketing para poderlos convertir en clientes activos . El criterio de la personalidad no debes tomarlo a rajatabla. En realidad, puedes haber detectado en tu propia empresa clientes con una forma de ser peculiar y la experiencia te ha hecho ver cómo tienes que comportarte con ellos. ¿A qué tipos de clientes prestas más atención? La zona de comentarios es toda tuya.