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On June 15^th, we referenced Traditional Media Not Being Dead and whether people were Visual, Auditory, or Kinesthetic as it relates to media. This can also be used as you communicate with your various audiences at work, home or play. (Especially for customers/vendors/employees) Try giving information to them as you choose to give it and then try giving it to them as they want to receive it. You will be astounded at the responses when they receive the information. The general rule is that about 40% are Visual (Must See), 40% are Kinesthetic (Touchy Feely), and 20% are Auditory (Hearing).

In addition to the above categories, it is very important to understand the personalities of those in your line of communication. People who receive information based on their personality traits will respond much more favorably and better understand your communications. This will give you many more answers that you are looking for as a desired result.

Some people are Dominant and they are usually leaders. They like to do what others aren’t doing. They invent or pioneer new pathways. The best selling method for a dominant person is to tell them that this is what they need to be more profitable, productive and a better leader to others. They want the outline. Spare the details and get to the point.

Some people are Influential. You need to be their friend and win them over. You must show care and concern for their well-being and develop a rapport to establish a level of trust. They are generally fun-loving and like a sense of humor. A little bit stern is good, but not too serious.

Some people are Steady. They don’t like rushing into things and like to take their time in making a decision. They don’t like pressure or pushy people. It is better to be casual and reserved like them. You must provide them with data along with an outline. Don’t expect a quick decision. Try and get them to make some type of decision as you meet with them. For example: If I provide everything you need today and it is agreed upon to be the best thing for you, then I’ll outline the steps to get the process underway. Is it OK if we do that? Give them some time and tell them you will get with them tomorrow. Be firm in getting a decision soon, but not pushy.

Some people are Compliant. Selling to this person can be very challenging as they are skeptical. They feel that what they have is good and they often resist change for doing it their own way. Facts must be shown and there must be a lot of facts. They will require more time as they ask 100 questions and procrastinate as their mind thinks has everything been covered. They are much happier doing what they already know how to do and are cautious of sales people.

It is critical to ensure that your communication is seen, heard, or felt by the receiving party. It is also critical to ensure that your marketing content has the proper message to invoke the desired response from prospects. If increasing revenues with the most efficient marketing is one of your goals,  contact Princeton Marketing Group for assistance in developing marketing content that communicates with the desired audience.