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This post has been inspire by a scope (on periscope) I watched recently. In the scope, the person was talking about how salespeople can successfully sell items without being pushy. During the scope, offering freebies to entice new customers was mentioned and I couldn’t help but notice that this suggestion got a lot of backlash.
Commenters were saying that this suggestion would just bring out the cheapskates and they don’t buy anything. It got me thinking as to why I, as a thrifty person, don’t agree with those statements. Yes, I do claim free samples. No, I don’t claim them just because they are free–and the reason why I don’t is part of the science of how to sell to a thrifty person.
(psst…if you want to check out the scope, it was by Crystal Paine and you can check it out here on Katch.me)
10 Things Thrifty People Want Salespeople To Know
1. We are not cheapskates
Right off the bat, let’s clear up a common misconception: thrifty is not a synonym for cheapskate.
Cheapskate is defined as a stingy person, whereas thrifty is defined as someone who uses money or other resources carefully. That word ‘stingy’–which means reluctant to give or spend–is key in recognizing the difference between the two.
Cheapskate people don’t like to spend money on anything. Thrifty people do spend money, they just do so wisely.
2. We love free samples
A cheapskate is going to take advantage of free, but never going to spend a dime. However, thrifty people see more value in a free sample than just the zero price tag.
Thrifty people see free samples as a chance to test out merchandise before they buy. For instance, when it comes to bloggers who have turned into authors, I always like to read their blog first or even download their free for subscriber mini-eBooks just to see if I like their writing style first before spending money on their books.
If I like their writing, I will purchase their books. Granted, it probably won’t be at full price, but I will purchase it.
I have applied this to other areas of my spending as well.
3. We love honest reviews
If you want to sell to thrifty people, I recommend that your sales page includes at least half a dozen testimonials and not just those that make you look like the most perfect person on the planet. I want to see a few 3-star reviews as well as the 5-star ones so that I can compare and contrast.
The three star review person might be complaining about an aspect of the product that doesn’t relate to me or it is something I would love to see in a product even though they didn’t like it.
Here is a secret: if I see a page with all 5-star reviews, I am leery about buying. I wonder if you have edited peoples opinions or paid for the reviews in some way.
4. We are slow to make decisions
Because we like to sample the product and read all the reviews, when thrifty people make a decision it doesn’t tend to be fast.
Do not make the mistake of making a thrifty person feel rushed. If I feel rushed, I am going to walk away and you will lose my sale altogether.
Instead, feed my fact finding fuel by giving me more information about your product, both pros and cons, so I can make a wise buying decision
5. We value quality
I have seen many salespeople go wrong with my thrifty family by telling us all the reasons why theirs is the lowest price around. I already know that the store I am in or the site I am on has low prices, what I want to know is does you product stand the test of time? Will that inexpensive coffee table be able to put up with my teenage boys landing on it when they are rough housing with each other? Will your book really save me money? Show me how! What makes your product valuable to me beyond the low price tag?
6. We don’t always buy the lowest price item
This goes with the point above, the lowest price doesn’t always win. Sometimes my thrifty family will spend more money due to the quality of an item. Service is another thing that will make thrifty people be willing to spend more with you than with another company with the same product.
For example, our thrifty family buys bikes at a locally owned bike store simply because his service rocks! His prices are significantly more than big box stores for bikes, but he stands behind his product, and frankly the bikes he sells are better quality than those at big box stores (I discovered this the hard way in the years before I found my local bike store).
Our local bike store owner is friendly, he remembers names, fixes small issues for free and goes out of his way in serving his costumers well.
7. We like to reward excellence
Because I love my local bike dealer so much I share his name with whoever needs a bike. I take the time to drop his store name and perhaps a picture of his store or his product on my social media sites whenever he once again gives us excellent service.
I have also done this with the car dealership that sold us our last two cars. I loved how they handled us during the buying process so much I recommended them to other families. So far that dealership has received 6 vehicle sales from our thrifty family.
However, I recently went into another dealership simply because they had a car I wanted to test drive on their lot. In the short time I was there they did 3 things that made me feel more like a dollar figure than a person and I was turned off and walked away. I won’t be recommending them to anyone, especially since then they have now called me numerous times to ask if I have reconsidered my decision or if they can help me in some way. That is just TOO PUSHY.
8. We love to share a great deal
Thrifty people are givers and if you give them something worth sharing they will. You can help a thrifty person share your great deal or amazing product by adding share buttons to your sites that don’t require us to click more than one or two buttons to share.
9. We do purchase non-essentials
This is another big misconception about thrifty people. Those who are not thrifty seem to think those who are thrifty never spend money on more than the bare minimum of shelter, food, and clothing.
Come over to my house and before you even get in the front door you will see this simply isn’t true. In our driveway you will find two older, but totally unnecessary, jet skis.
The trick is attracting the right thrifty people to your product. You see, each thrifty person or family has different passions and therefore different priorities for the discretionary money in our budgets.
10. We dislike sales noise
Thrifty people are wise consumers. We can smell a sales pitch from a mile away. Drop the sales pitch and just let your product speak for itself and you will have more chances selling to us thrifty folks.
How do you let your product speak for itself? By doing the 9 points above well. Provide thrifty people with hands on experience with your product (free samples), show us what others think of your product (honest reviews), show us that you truly do care about us (excellent service), give us time to think (no sending us an email 2 minutes after we leave your site asking us why we didn’t purchase), and then share a great deal with us. Not only will we bite, but we will share it with our other thrifty friends (just make sure that you make it easy to share because we are also thrifty with our time).
If you are thrifty, share one thing you want salespeople to know so they can serve you better in the comment section below this post.
Bonus Tip: Thrifty people love thrifty hubs
If you are wondering what I mean by a thrifty hub, I am talking about a one-stop-shop place where thrifty people can find out about great deals going on for either product you sell or for products that you are affiliated with that they might want to purchase.
I have one for my readers on Facebook —a Facebook group devoted to the thrifty people of Snail Pace Transformations.
For a list of 52 different websites, apps, and stores our thrifty family uses to help us keep our expenses low, click here to visit our Thrifty Tools Resource Page.