The first thing you need to do is make yourself valuable. Do some research. The information that you bring to the table shows that you are working to keep yourself updated and that you can be a valuable asset. Keep the communication to the point and professional.
Getting to know & understanding your clients personality is key to building a personal & professional relationship.
You have essentially 4 type of characteristics, but understand that not everyone falls purely within any one of these particular group.
1) Lets start with the DISCIPLINED ones. They like to analyzes things, conversations, and situations without really thinking about it, it just comes naturally to them. Meticulous and loyal, but not much of a talker, they need time to think and evaluate your offer, so simply give them the information, give them time to think about it, then get back to them....follow up. Then ask them if they read or watched what you gave them, and ask them about it, if they have questions, you have to be very professional, answer their questions, and tell them you value their opinion, make sure you use words and sentences like: trust me, amazing, beautiful, awesome! Give them as much info as you can.
2) Lets call them AMBITIOUS -- confident, and result-oriented, multi-tasking come naturally to them: talking business on a cell, typing, checking their e-mails.. all at the same time, "driven", and they are willing to work long and hard to go where they want to go, and they will succeed! Remember they are results-oriented. So talk about the results they will get if they use/take your product/services, they want to know what it will do, how and when! They are very strict, so you have to be very precise when answering their questions...if you don't know the answer, just tell them you don't know, but you can get the info and will get back to them with the answer......Then do it. don't leave them hanging!
3) I like this one, we will call them PEACEMAKERS or DIPLOMATS -- this personality doesn't like conflicts, arguments or fights, they would whether have everything organized. They usually have a really good sense of humor, optimism, and a really interesting way of thinking. They can blend really well in most situations or groups, they are easygoing and also sensitive and in touch with their emotions, So when you talk to them about your product/service you should ask them what they think, they will not tell you. And ask them the right questions at the right time and you will collect the information promptly.
4) We'll call these DYNAMIC -- everyone notices these personalities. They are the ones that stand out in a crowd. They are energetic and love talking. They are usually fun to be around because they are enthusiastic, active, changing and love to have a good time. They also love to be in the spotlight, the center of attention. They are optimistic and cheerful people. So you have to be upbeat & savvy. They are usually into the latest, greatest & best of everything. If your product/service is the newest, hottest item out, talk to them in that manner. Usually they are impulsive buyers, so armed with the right info they will buy from you on the spot.
E-mails are great and goes a long way to building a foundation, but try to meet and/or talk to them via phone
(nowadays with video conference ~ a visual connection is just as good) or with a face to face meeting. Its more personal and you have a much better chance of that person remember you.
- - Realistic : are hands-on when it comes to problems and solutions. They enjoy outdoor work, including working with plants, animals, wood, tools and machinery. Many realistic personalities do not enjoy handling a lot of paperwork or working closely with others. They prefer to get the work done themselves.
- - Artistic : like working with forms, designs and patterns. They like self-expression in their work and prefer less-structured settings without following a clear set of rules. More likely to be entrepreneurs, own their own business and the such.
- - Investigative : prefer ideas and thinking over physical activity. They like to search for facts and figures and solve problems mentally, preferring these types of tasks over persuading or leading people.
- - Social : like working, communicating and teaching people. They like to assist others and promote learning and personal development, preferring to communicate over working.
- - Conventional : prefer work activities with set rules and procedures. They prefer working with details and data over working with ideas. They like precise standards and having a clear line of authority to follow.
- - Enterprising : like to start up and carry out projects, especially business ventures. They like to lead people and make decisions, and prefer action over extensive thought.
Getting to understand the way your client thinks, can open up the dialog needed to bring that person into your circle. You want to find out what's most important to your client. Take a little time to discover your clients needs, desires and expectations. Being able to better understand what motivates them and being able to recognize how to effectively deal with others can go along way. When people understand and connect with one another, they help each other get the job done.
E-mails are great and goes a long way to building a foundation, but try to meet and/or talk to them via phone
(nowadays with video conference ~ a visual connection is just as good) or with a face to face meeting. Its more personal and you have a much better chance of that person remember you.
Networking is about building relationships, so don't be afraid to communicate.
REAL TALK
Copyright © 2010 Andrew Hayes All Rights Reserved
