Tailor your selling techniques to your Prospects Personalities!
Learn to be a STAR!
By Kathleen Hawkins,
WOAMTEC President
Once the lead has been generated, efficient marketing is required to ensure your advertising dollars are not being wasted. Remember, leads equal profit! However, it is imperative to realize the link between the lead and the profit is the client connection! Interviewing can be done over the phone or face-to-face, though face-to face is typically more effective. The goal in an interview is to build the benefit and create a bond between you and the prospect. Once you accept that people are different and that each individual has a different dominate personality in life, you can begin to unravel what personality traits are dominant in them. Next, tailor your approach and interview style to appeal to them. Then, you become the S.T.A.R. at creating client connections.
To accomplish this, consider the following four personality types:
Supportive Personality:
The supportive personality wants to keep harmony, peace, and steadiness. They are easy going and they like to plan ahead. They make great moms and teachers! Type of interview- For this interview, you will want to talk slower, be easygoing and more relaxed. These clients will not make a decision until talking it over with others! They will typically book your services, if others support their decision.
Task Oriented Personality:
This personality is detail oriented, conscientious; they are perfectionists and make great Accountants! Type of interview- Present all the facts. The client will need to review it and make a logical decision. They will probably shop around and take the literature home to compare the products and prices. They will only book your services, if it appears to be a logical decision.
Assertive Personality:
These are dominating, goal oriented, cut-to-the-chase, get-to-the-point, handle-it people. They make great managers and directors. They are probably in some type of leadership position. Type of interview- Don’t be offended by their directness. Just ask them, “What is important to you in regards to your needs and our services?” Wait for their answer, and then reply with the facts! If you give them too much information, they will get bored and stop listening. If you offer what they are looking for, they will fill out the contract and pay a deposit that night. They do not waste time in their decision making process.
Recognition Orientation Personality:
This person is a communicator and an influencer. They like prizes, recognition, friends, and fun! The make great marketing representatives, public relation representatives and performers. Type of interview- For this interview, let the client talk! If you make them feel important and sincerely bond with them, they will put a deposit down that day!
Every interview should change with each client. The objective is not to be manipulative, but to take the time to get to know your prospect and communicate effectively. Realize your consultation should be more about them then about you. Once you learn how to cater to your clients personalities, discussing your packages become a breeze!
Helpful Hint: These tips work on significant other and employees also!
