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Suggest You - Communication Style, Meeting the Personality Style of Those You Speak To
Gravitational Marketing is about returning to the roots of what advertising is really all about.But, the question is…What is real advertising?Well, I can tell you with surety that it is not what they do on Madison Avenue these days. And for you, my small business marketing friends, it is not what most of your peers are doing either.On Madison Ave they have lost all clarity about what advertising is and its real purpose. I was reading an article today by Denny Hatch, who is an amazing direct marketer, about the current Bud Lite “Real American G
Personality styles are ways people act or react in given circumstances. People will tend to change and even adapt depending on the situation and their purpose. A controller could turn into a totally subservient supporter when faced with a health care crisis with in the family. A support
If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system.The limbic system is instinctive--older than language, faster than thinking. It controls trust. It controls attention and desire. And logic must stand aside until the limbic part of the brain decides something is trustwor
The most common break down is into four types. Using the CAPS principle, people will tend to be dominant in one of the four types, Controller, Analyst, Promoter, Supporter.
Controllers, also known as Drivers seldom listen to others around them, focusing on the task at hand. They tend to only need to know ‘what,’ usually can figure out how and why. So when speaking to them, they will tend to only need to know “What is the job to be done.”
Promoters tend to not like isolation and will tend to vie for attention. They will tend to exaggerate and or leave out facts and details. To best reach their personality, a speaker needs to address “Why the job needs to be done.”
Supporters are the worker bee of an organization. They tend to yield rather than deal with a possible confrontation. Have the ability to blend into any situation well. They may appear wishy-washy at times. One common trait is a difficulty with making firm decisions. Many are music, poetry, and art lovers. They will appreciate the ‘what’ and why of the job to be done being explained. However their biggest need is “How to do the Job to be done.”
The Analyst is a logical, and detail oriented person. They will tend to withdraw themselves and quietly gather information rather than make a quick decision. To make a decision without all the facts can be difficult. They tend to be the accountants and engineers. You may note tendencies toward being highly critical in this group. They will also tend to be pessimistic in nature. They are very perceptive. To reach them will require giving what, why, how, and when regarding the job to be done.
Personality styles are ways people act or react in given circumstances. People will tend to change and even adapt depending on the situation and their purpose. A controller could turn into a totally subservient supporter when faced with a health care crisis with in the family. A supporte
The world today has been benefiting from years of research in technology. With just a click of a button, one can get just about any information instantly. Under this rapid pace, businesses around the world are demanding faster increase in sales and efficiency. Nowadays the phrase “doing business” means more that just a profit-making activity for livelihood. Companies in every country are looking for ways to become a global brand and investing in various markets. When China opened up its market few decades ago, foreign investors swept in and saturated the China mar
Promoters tend to not like isolation and will tend to vie for attention. They will tend to exaggerate and or leave out facts and details. To best reach their personality, a speaker needs to address “Why the job needs to be done.”
Supporters are the worker bee of an organization. They tend to yield rather than deal with a possible confrontation. Have the ability to blend into any situation well. They may appear wishy-washy at times. One common trait is a difficulty with making firm decisions. Many are music, poetry, and art lovers. They will appreciate the ‘what’ and why of the job to be done being explained. However their biggest need is “How to do the Job to be done.”
The Analyst is a logical, and detail oriented person. They will tend to withdraw themselves and quietly gather information rather than make a quick decision. To make a decision without all the facts can be difficult. They tend to be the accountants and engineers. You may note tendencies toward being highly critical in this group. They will also tend to be pessimistic in nature. They are very perceptive. To reach them will require giving what, why, how, and when regarding the job to be done.
Personality styles are ways people act or react in given circumstances. People will tend to change and even adapt depending on the situation and their purpose. A controller could turn into a totally subservient supporter when faced with a health care crisis with in the family. A support
What Is a Tag Line?A tag line (also known as a “strapline”) is a punchy slogan that follows a logo or company name. For example, Jaguar’s tag line is “Don’t dream it. Drive it.” Or IBM’s “I think, therefore IBM.”The tag line evokes an image of the product or service whenever a person reads or hears it. It helps to establish a brand in a person’s mind.10 Tips for Writing Tag LinesKeep your tagline1. Simple – 5 short, one-syllable words are easier to remember than 25. Nike’s “Just do
Supporters are the worker bee of an organization. They tend to yield rather than deal with a possible confrontation. Have the ability to blend into any situation well. They may appear wishy-washy at times. One common trait is a difficulty with making firm decisions. Many are music, poetry, and art lovers. They will appreciate the ‘what’ and why of the job to be done being explained. However their biggest need is “How to do the Job to be done.”
The Analyst is a logical, and detail oriented person. They will tend to withdraw themselves and quietly gather information rather than make a quick decision. To make a decision without all the facts can be difficult. They tend to be the accountants and engineers. You may note tendencies toward being highly critical in this group. They will also tend to be pessimistic in nature. They are very perceptive. To reach them will require giving what, why, how, and when regarding the job to be done.
Personality styles are ways people act or react in given circumstances. People will tend to change and even adapt depending on the situation and their purpose. A controller could turn into a totally subservient supporter when faced with a health care crisis with in the family. A support
Your comments on business blogs are a great way to attract more readers to your own business blog and a way you can attract more clients.If you write a comment that adds value to the conversation, it is highly likely that a reader of that blog will follow a link through to find out more about you and your expertise.You might consider your blog comments as an online reference to your expertise.It is however critical importance of managing your digital footprint.You see it is easy to change your own website or business blog, but to ask th
The Analyst is a logical, and detail oriented person. They will tend to withdraw themselves and quietly gather information rather than make a quick decision. To make a decision without all the facts can be difficult. They tend to be the accountants and engineers. You may note tendencies toward being highly critical in this group. They will also tend to be pessimistic in nature. They are very perceptive. To reach them will require giving what, why, how, and when regarding the job to be done.
Personality styles are ways people act or react in given circumstances. People will tend to change and even adapt depending on the situation and their purpose. A controller could turn into a totally subservient supporter when faced with a health care crisis with in the family. A support
In the international bestseller "Blink," Malcolm Gladwell explains why our decisions to choose brands, select a mate, sue our doctor or make choices that decide Presidential elections, aren't as simple as they seem.Why we often let unconscious biases affect our opinions about people who are taller or have a different skin colour. And why we find it even harder to explain them when asked.I consider "Blink" essential reading for all marketers. I mean, which blue-blooded marketer wouldn't love to know how the workings of their customer’s brain will deci
Personality styles are ways people act or react in given circumstances. People will tend to change and even adapt depending on the situation and their purpose. A controller could turn into a totally subservient supporter when faced with a health care crisis with in the family. A supporter could turn into a controller if a lack of quality health care is perceived.
It is necessary to mirror the personality style with the type of communication.
To establish rapport with the different personality styles
1. Determine the tendency of your own personality.
2. Determine the personality style of those being spoken to.
3. Increase or decrease the qualities within your self to match those you are speaking to.
When Speaking to an Audience
If speaking to an audience, try to speak to each of the personality styles. This can be done by matching your communication style to the personality or listening styles of those in your audience.
How Can You Know?
How can you know which types you’re talking to? Think of the audience globally. Are they managers, employees, business people or local residents? The purpose of the talk should give some clue to the motivation for those coming to hearing it. Within that motivation, consider which personality type would typically be interested.
Then focus your speaking to match their listening and personality style. You can try to reach all four but focus the greatest effort to reach the dominant personality of the group.
Try This
If you frequently give speeches and in your one on one communication, occasionally leave out or decrease your coverage of one of the four “What, Why, How, When” and look at what kind of feed back you get and consider the personality types that are giving it.
One occasion I gave a lecture focused toward controllers. My highest praise came from a Pharmaceutical rep. I received almost no feedback from the supporters.
The next time speaking to the same group, I focused on the supporters an
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