Creating Meaningful Interactions With Customer-Driven Commerce

The earlier along the path to purchase that you can figure out what type a prospect is, the better chance you have of interacting with them on their terms.

How are you supposed to determine their type in the first place? Some data is available from pay-per-click ads and the search terms they used, but the best way is just to ask them. Customers will self-identify if you ask questions in strategic ways. For example, instead of asking visitors to enter their email address into an uninspiring "join our newsletter" field, do it in a way that both engages them and helps you learn something about them.