TQM (The Quant Method) identifies the personality types of clients' prospects and customers.
Not only does each personality type respond to a different marketing approach, but we find that when we communicate with them in the voice of their personality, we can significantly increase conversion rates.
There are four personality types:
The Mastermind
The mastermind is a task-driven, decisive, bottom-line thinker.
- Get to the point quickly; avoid a lengthy introduction
- Give them key facts and options; if they have questions they will ask
- They are naturally suspicious so anchor your price realistically
- Show your competence and they will respect you
- An aggressive selling approach is okay
- Keywords: Fact, ultimately, fast, now, logical, smart, brief, good value, proven
The Diplomat
The Diplomat is a people-oriented, compassionate feeler-type and team player.
- Provide friendly guidance and follow-up without being pushy
- They avoid conflict at any cost so don't put them on the spot
- Encourage them through each step of the decision-making process
- Give them your personal guarantee
- They are people-oriented so give them plenty of social proof
- Keywords: Safe, nurture, understand, friends, family, happy, satisfaction, agree
The Thinker
The Thinker is data-driven, analytical, logical and decides thoughtfully.
- Give them an organized, step-by-step fact-filled presentation
- No detail is too small or too irrelevant. Expect tough questions
- Avoid a hard-sell because they can become uncomfortable. They are slow to trust
- Don't bother appealing to their emotions
- Let them have time to decide; follow up with gentle persistence
- Keywords: Risk-free, approval, logical, trust, secure, intelligent, systems
The Olympian
The Olympian is free-spirited and impulsive, with distaste for details.
- Focus on aspirational messaging, filled with opportunities
- Tell anecdotes and personal stories
- Keep facts to a minimum because details can bore them
- An expressive, aggressive selling technique works
- Give them incentives and bonuses
- Keywords: Inspire, fun, glamorous, exciting, freedom, admire, easy
P.S Click Here For Part 2 "Email Example - Before and After"
About the Author: Jay Rosenberg is President of TQM, which uses personality marketing to help companies optimize their online marketing and strengthen their relationship bond with prospects and customers. Take the personality test at www.quantmethod.com
