Today I spoke to retailers at the High Point furniture market. We discussed the two types of customers. They are transactional and relational.

I’m often asked, “Which one is best?” Or, “How do I attract this type or that?”

There’s more than one answer.

Every person has a transactional mode and a relational mode of shopping. And the “right” thing to say can be determined only when you know which mode the shopper is in.

Intentionally or unwittingly, most companies target either the transactional shopper or the relational shopper.

Who have you been targeting? We have just the answer if you are interested.