tailoring your communication style to better connect

Tailoring Your Communication Style to More Effectively

Build Relationshipsand Business

©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM

1. Better relationships.

2. More quickly attract prospects.

CONTACT US:770.645.9845 [email protected]


1. Law of Psychological Reciprocity

2. Social Styles

What they mean

Recognizing each

Understanding each

Connecting with each

Applying – where to use this



The Law of Psychological Reciprocity

4

When you move toward another person’s

style they’re naturally compelled to move

toward yours. This is called “mirroring”.



Why can’t we all just get along?

75% of the population is

different from you in the way they…Think

Decisions

Work

Communicate

Manage


©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 6

Behavior that individuals exhibit

when they interact with others

Social Styles – Defined



Why this is important




Think about the important people in your life as we

move forward

Colleagues

Clients

Family members or friends


4 Dominant Social Styles


Analytical

Serious and more exacting

Amiable

Easy going and supportive

Expressive

Outgoing and more dramatic

Lo

w

Hig

h

high

highlow

Driver

Strong willed and emotionally controlled



Lo

w

Hig

h

RESPONSIVE

A S S E R T I V E

low

high

highlow

RESPONSIVENESS:Show emotions or demonstrate

awareness of others feelings

ASSERTIVENESS:Behaviors seen by others

as forceful or directive


4 Dominant Social Styles


Analytical

Serious and more exacting

Driver

Strong willed and emotionally controlled

Amiable

Easy going and supportive

Expressive

Outgoing and more dramatic

Lo

w

Hig

h

low

high

highlow A S S E R T I V E N E S S highlow

RESPONSIVENESS

low

high

Low emotion Low assertiveLow emotion Low assertive

High emotion Low assertiveHigh emotion Low assertive

Low emotion High assertiveLow emotion High assertive

High emotion High assertiveHigh emotion High assertive


RecognizeVerbal Clues – Monotone, slow

paced, quiet, pose challenging questions, keep their opinions to themselves.

Body Language Clues – Reserved, quiet demeanor. Rigid body movements, intermittent eye contact, avoids physical contact.

12

UnderstandThey Want – ProcessTheir Style – ThinkerDecisions Made – Ready, Ready, Ready,

Ready…Their Motivation – Job satisfaction,

recognition of expertise, approval, perfection, fear of making a bad decision

Analyticals




Connecting with Analyticals

Focus on process

Be prepared and organized

Get right to business

Keep enthusiasm to a dull roar

Be punctual

Think logically


RecognizeVerbal Clues – Monotone, fast paced, business-

like, pointed, make statements in a challenging way, responds with loud confident sounding voice.

Body Language Clues – Action oriented. Lean forward when talking, intense eye contact, ultra firm handshake, business-like posture, avoid physical contact that they don’t initiate.

14

UnderstandThey Want – Results and controlTheir Style – DecisiveDecisions Made – Fire, Ready, AimTheir Motivation – Independence, power and

authority, prestige and status, results, wealth

Drivers



Don’t be late

Be prepared


Connecting with Drivers

Keep emotions in check

Don’t take it personally

Know your objectives

Get to the point

Pick the pace up

Focus on outcomes

Be assertive

Stand up for your beliefs and values


RecognizeVerbal Clues – Loud, animated, self-

centered, dominant.Body Language Clues – Animated, full of

gestures, lots of non-verbal feedback, responsive and open.

16

UnderstandThey Want – AttentionTheir Style – SpontaneousDecisions Made – Fire, fire, fire!Their Motivation – Fun and enjoyment,

independence, power and authority, prestige and status, fear of not being the center of attention

Expressives



Pick up the pace and energy

Show enthusiasm


Connecting with Expressives

Look for personal connections

Name drop

Be less detail oriented, less rigid/critical

Be tolerant of disorganization

Don’t worry about timeframe

Let the conversation flow

Think more out of the box

Be more open


RecognizeVerbal Clues – Warm. Asks personal questions before getting

around to business. Holds in negative emotions as long as they can until they explode emotionally.

Body Language Clues – Comfortable and relaxed. More personal than business-like. Cautious and quiet demeanor but open to physical contact once they get to know you.

18

UnderstandThey Want – RelationshipsTheir Style – AccommodatingDecisions Made – Ready, Aim and what do you think?Their Motivation – Acceptance, recognition of feelings, job

satisfaction, security, fear of not being accepted

Amiables



Relax

Personal stuff before business


Connecting with Amiables

Let them be the hero

Invite conversation

Don’t push – guide

Be patient

Choose words carefully


Quick Recap

Low emotion High assertiveLow emotion High assertive

High emotion Low assertiveHigh emotion Low assertive

Low emotion Low assertiveLow emotion Low assertive

High emotion High assertiveHigh emotion High assertive


RESPONSIVENESS:Show emotions or demonstrate

awareness or others feelings

ASSERTIVENESS:Behaviors are seen as

forceful or directive



Need to adjust your strategy with anyone?

Colleagues

Clients

Family members or friends


What’s your style?


Tip: Ask a colleague(s)


Where to use these insights?

23

All touch points…CorrespondenceTelephone conversations and voicemailsMeetingsPresentationsProposalsMarketing materials



What if you’ve had no interaction with

someone?



1. If you know someone who knows them,

ask them

2. Read their LinkedIn profile

3. Listen to their voicemail if you can. Is

there warmth in their voice? What about

their pace and assertiveness?

4. If they have a blog, read it.

5. Search to see if you can find a video or

audio that includes them. Perhaps an

interview.



Keep in mind

No style is “better” or “worse” than any other.

No one conforms completely to one type.

Everyone has one style that predominates.

Knowledge without action is futile.

26


Good luck connecting!

Need help with strategiesthat better connect?

Contact:Larry Melnick, Principal770.645.9845 [email protected]

Contact:Larry Melnick, Principal770.645.9845 [email protected]

About Hunter Business Development: Hunter Business Development provides the frontline insights, tools and resources

that help professional services firms open doors to the right new clients and keep

them. Founded in 2001, Hunter helps firms in a variety of ways including go-to-market

strategies, lead generation execution, coaching, training and client retention strategies.

The fact that much of the firm’s time is spent actually engaging prospects on behalf of clients

provides Hunter with invaluable frontline insights for what works and what doesn’t when it

comes to attracting and retaining clients. Learn more

Learn more about Larry Melnick Founder and Principal

http://www.hunterbizdev.com/

http://hunterbizdev.com/our-team/

http://www.linkedin.com/in/larrymelnick

http://hunterbizdev.com/blog/

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