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Hunter Business Development workshop that shows you how to more effectively connect and develop more productive relationships with the people that matter most in your life - clients, prospective clients, colleagues, family and friends.
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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]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
1. Law of Psychological Reciprocity
2. Social Styles
What they mean
Recognizing each
Understanding each
Connecting with each
Applying – where to use this
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
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”.
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
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
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 6
Behavior that individuals exhibit
when they interact with others
Social Styles – Defined
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 7
Why this is important
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 8
CONTACT US:770.645.9845 [email protected]
Think about the important people in your life as we
move forward
Colleagues
Clients
Family members or friends
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 9
4 Dominant Social Styles
CONTACT US:770.645.9845 [email protected]
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
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 10
CONTACT US:770.645.9845 [email protected]
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
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 11
4 Dominant Social Styles
CONTACT US:770.645.9845 [email protected]
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
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
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
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 13
CONTACT US:770.645.9845 [email protected]
Connecting with Analyticals
Focus on process
Be prepared and organized
Get right to business
Keep enthusiasm to a dull roar
Be punctual
Think logically
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
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
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©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 15
Don’t be late
Be prepared
CONTACT US:770.645.9845 [email protected]
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
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
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
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©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 17
Pick up the pace and energy
Show enthusiasm
CONTACT US:770.645.9845 [email protected]
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
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
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
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 19
Relax
Personal stuff before business
CONTACT US:770.645.9845 [email protected]
Connecting with Amiables
Let them be the hero
Invite conversation
Don’t push – guide
Be patient
Choose words carefully
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 20
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
CONTACT US:770.645.9845 [email protected]
RESPONSIVENESS:Show emotions or demonstrate
awareness or others feelings
ASSERTIVENESS:Behaviors are seen as
forceful or directive
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 21
CONTACT US:770.645.9845 [email protected]
Need to adjust your strategy with anyone?
Colleagues
Clients
Family members or friends
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 22
What’s your style?
CONTACT US:770.645.9845 [email protected]
Tip: Ask a colleague(s)
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
Where to use these insights?
23
All touch points…CorrespondenceTelephone conversations and voicemailsMeetingsPresentationsProposalsMarketing materials
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 24
What if you’ve had no interaction with
someone?
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM 25
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.
CONTACT US:770.645.9845 [email protected]
©2011-2012 :: HUNTER BUSINESS DEVELOPMENT, LP | HUNTERBIZDEV.COM
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
CONTACT US:770.645.9845 [email protected]
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