Get Your Message Heard
What to Deliver?
Knowing what a contact values in the key in knowing what to give them. A baby, if given a gold coin will try to put it in their mouth and eat it. They do not value it the same way you and I do. Your contacts may place different value on things than you do. So to deliver value to them you need a filter to determine what to give.
For our purposes here let’s say that contacts generally fall into one of four communication styles:
Drivers are assertive and dominate. They are leaders, go getters. These are you C-level contacts, and include professions like inventors and architects. They are willing to take chances. They are more assertive than analytical contacts.
Analytical types like statistics and figures. They are protectors, guardians and supervisors. They may be scientists or history buffs. As with drivers they are often not emotionally expressive.
As the name implies these are emotionally expressive contacts. They are often teachers, counselors or healers. They are more prone to buying on emotion.
Amiable contacts are artists, promoters, craftspeople. They are not as assertive as expressive clients.
These are of course all very broad categories and not everyone fits nicely into one or the other. I think you can understand though that if you are dealing with an expressive client it might not make sense to continually send those charts on home values and appreciation. On the other hand an analytical may be less inclined to read an article on interior design than on the tax rate of a given area.
Tailoring what you send to contacts based on these criteria and others will help to build and maintain solid relationships.