- Dominance. GET IT DONE This
personality is ambitious, intimidating, strong-minded, and daring. Think
CEO. With this type, you want to focus on winning and profits; touch on
the high points (think executive summary, not long proposal), and be
direct. As we saw it written somewhere, "Be brief, brilliant, and be
gone!" The best style is fast and high energy with many bullet points
and bold headlines. Emphasize that what you sell is the best, the top the
winner.
- Influence. GET APRECTIATED
These people care about social
recognition, new experiences, and appearance. Many people in all different
job titles fall into this group. Here, we're visualizing salespeople,
advertising and marketing professionals, fashion executives, and so forth.
When you write to this group, take a more personal approach. Be animated
and enthusiastic. Tell brief stories Name drop, and focus on the big
picture. Emphasize that what you sell is the newest, the leading edge, the
"coolest."
- Steadiness. GET ALONG These
are the "good guys" and "steady Eddies." They make
wonderful friends, are loyal, and would rather listen and support than be
center stage. They're generally family-centered. With this group, write in
a relaxing, supportive style and focus on how your solution benefits them
and their families, personal or corporate, and will keep things going, steady
and sure.
- Conscientious. GET IT RIGHT. These
are analytical types. They find the mistakes, point them out, and correct them.
These professionals need data and facts to make decisions. They want you
to stick to business. They are skeptical, value knowledge, and need to
know the pros and cons of any situation. If you offer a white paper to
download, this group will most likely read it. But it had better be actual
research, not a thinly veiled advertorial. Emphasize that what you are
selling is the "Right" solution, error-free, and follows the
rules.
Patti Wood, MA - The Body Language Expert. For more body language insights go to her website at www.PattiWood.net. Check out Patti's website for her new book "SNAP, Making the Most of First Impressions, Body Language and Charisma" at www.snapfirstimpressions.com.
