The methodical buyer modality (or guardian temperament) is among the most prevalent in the general population. Methodicals make up 40-45% of the general population.
Methodicals buyers are down-to-earth individuals. They are hard-working, detailed, organized and cautious. They are responsible and stabilizing. Methodicals work within the rules.
Methodicals are your information consumers. They are going to research in detail the characteristics of your product. They will want to know what your product does and how it works. They are comparers. This means that they will evaluate the information they receive by comparing it with other information and with an ideal they have formulated. They are careful and will take their time gathering and evaluating information.
Methodical buyers need to have all of their questions answered, and those answers must be in specifics. Claims, concepts, and ideas must be understood by them. They must make sense. In seeking stability, they will make a decision that delivers measured risk.
Tips for marketing and selling to methodical buyers:
- Appeal: Drawn to proof that your product can solve their problem
- Website: Provide lots of detailed information that they can easily explore. They want deeper levels of factual information.
- Information Needs: Answer questions on what your product does and how it does it
- Understand: How your product can solve their problem. They will think and deliberate logically.
- Process: Will pace themselves and work through their buying process in an orderly manner. Don't try to jump process steps.
- Time: Will need time to research, evaluate, and come to a decision. Don't rush them.
- Risk: Everything is a trade-off. Allow them to define their risk boundaries.
- Decision: Must make a responsible decision, having weighed the consequences.
Methodical introverts versus methodical extroverts
Like all of the other modalities, methodical buyers come in introverts and extroverts. Introverts will use non-interactional methods for gathering and evaluating their information. Methodical extroverts will balance written information with interpersonal connections. In both cases, they will spend most of their buying process in information gathering and evaluation mode. Sales interactions should focus on helping them obtain the information they need to move forward.