YOUR CLIENTS AND PROSPECTS ARE NOT ROBOTS THEY ARE SEEKING CONVERSATION THAT WILL SPARK THEIR IMAGINATION AND KINDLE THEIR SPIRIT THEY ARE LOOKING FOR SOMETHING THAT GOES BEYOND THE MUNDANE, AND REMINDS THEM OF WHAT'S BIGGER
THE MOST INNOVATIVE AND MEMORABLE BRANDS ARE ROOTED IN THIS SACRED KNOWLEDGE: USING THE SENSES, MYSTERY AND INTRIGUE GIVES US SOMETHING REMARKABLE TO REMEMBER
IN OUR DIGITAL AGE, FACE TO FACE MARKETERS ARE THE 'INTANGIBLE', INTELLECTUAL CAPITAL AT WORK YOUR BOOTH STAFFERS SHOULD BE MORE ABOUT "HELPING AND LESS ABOUT HYPING"
PEOPLE WITH Analytical TRAITS: Lovers of hard data and clearly defined tasks
An analytical communicator, loves hard data, numbers, and specific language. An analytical person detests to deal in vague language and strictly blue-sky ideas and looses focus quickly when conversations move from logical to emotional.
This section of your audience understand the precision of numbers.
Be logical, unemotional but not robotic.
How to work with an analytical communication style
1. Provide as much detail in quantifiable chunks
2. Set clear expectations
3. Give them space to work independently
Avoid:
1. Turning the conversation emotional (i.e., use “I know” or “I think” rather than “I feel”)
2. Framing feedback on their work (especially data-heavy work) as criticism
PEOPLE WITH INTUITIVE TRAITS: DECIDE ON YOUR 'HIGH TOUCH DIFFERENTIATION' FOR The big-picture thinkers
Intuitive communicators are on the opposite end of the spectrum from analytical ones. Usually, you will use this approach when you are talking to some one higher up in the chain -- the C-suites. They have the patience of an 11 year old kid (not to generalize here).
The intuitive communication style thrives on big-picture ideas. Ditch deep dives into the details of your products or services. Instead, indulge them with broad overviews and help them to navigate directly to what’s most important. Big graphic screens goes a long way to sustain their attention.
How to work with an intuitive communication style
1. Stick to the main topic and keep it high-level
2. Be prepared to answer follow-up questions
3. Keep details to a minimum (you can always follow up with these in an email after the conversation so they can reference back later on)
Avoid:
1. Too many details (obviously)
2. Taking their approach personally (they’re just doing what feels right to them)
3. Making too big promises (they’ll latch onto the big picture and ignore the details)
Intuitive communicators are on the opposite end of the spectrum from analytical ones. Usually, you will use this approach when you are talking to some one higher up in the chain -- the C-suites. They have the patience of an 11 year old kid (not to generalize here).
The intuitive communication style thrives on big-picture ideas. Ditch deep dives into the details of your products or services. Instead, indulge them with broad overviews and help them to navigate directly to what’s most important. Big graphic screens goes a long way to sustain their attention.
How to work with an intuitive communication style
1. Stick to the main topic and keep it high-level
2. Be prepared to answer follow-up questions
3. Keep details to a minimum (you can always follow up with these in an email after the conversation so they can reference back later on)
Avoid:
1. Too many details (obviously)
2. Taking their approach personally (they’re just doing what feels right to them)
3. Making too big promises (they’ll latch onto the big picture and ignore the details)
PEOPLE WITH FUNCTIONAL TRAITS:
Dealing everything one step at a time
People with functional communication style, loves the flow of process. They love step-by-step guides, details, timelines, and thought-through plans. When you are interacting with them, you want to go through each detail from start to finish to make sure nothing gets missed or glossed over.
Knowing all necessary steps puts you in a position to guide and lead. However, it can also make you a bit of a bore. So, gather all the 'like-minded' attendees together and design a presentation that delivers detailed linear presentation.
Design a poll prior to the event and get their vote on this type of presentation. You will strike a home run with the section of people who have sectioned off your brand as the last 3 or 4 contenders before the 'BUY DECISION' is made.
How to work with a functional communication style:
1. Practice “active listening” by repeating what they’ve said and asking follow-up questions
2. Expect them to ask for details, even if you’re just brainstorming
Avoid:
1. Rushing them to get to the end or make a decision
2. Assume they support an idea 100% (their criticism or feedback will often be on the steps, not the overall strategy)
PEOPLE WITH PERSONAL TRAITS:Relationships over information exchange
The personal communicator values connection, relationships, and emotional language above all. They are passionate about "CAUSES". They are great diplomats. And often can help smooth over issues that more hard-lined communication styles cause.
You often see them as a “glue” that holds a team together. They build relationships and see communication as a chance to get to know people rather than getting to know the product. With this section of people, introducing some kind of games in your space helps.
How to work with a personal communication style
1. Keep conversations light and casual
2. Not get offended if they ask how something made you “feel” or make a strictly work conversation personal
3. Follow up with important details and information by email after the meeting (they probably won’t focus on it too much during your initial conversation)
4. Effectively find ways to build a relationship with them, other than selling product. A BRAND WITH A CAUSE is the way get their attention.
Communication styles defined by best-selling author and leadership coach Mark Murphy: Analytical, Intuitive, Functional, and Personal.
The personal communicator values connection, relationships, and emotional language above all. They are passionate about "CAUSES". They are great diplomats. And often can help smooth over issues that more hard-lined communication styles cause.
You often see them as a “glue” that holds a team together. They build relationships and see communication as a chance to get to know people rather than getting to know the product. With this section of people, introducing some kind of games in your space helps.
How to work with a personal communication style
1. Keep conversations light and casual
2. Not get offended if they ask how something made you “feel” or make a strictly work conversation personal
3. Follow up with important details and information by email after the meeting (they probably won’t focus on it too much during your initial conversation)
4. Effectively find ways to build a relationship with them, other than selling product. A BRAND WITH A CAUSE is the way get their attention.
Communication styles defined by best-selling author and leadership coach Mark Murphy: Analytical, Intuitive, Functional, and Personal.
Stimulate Conversation with Meaningful Difference
— Qualify your American Audience Based on 4 Communication Styles
Your clients and prospects are not robots. They are seeking conversation that will spark their imagination and kindle their spirit.
Having thus said, best-selling author and leadership coach, Mark Murphy points out the 4 styles of communication that will instigate your interactions with imagination and intelligence. Mark Murphy: Analytical, Intuitive, Functional, and Personal.
People with Analytical Traits:
Lovers of hard data and clearly defined tasks
An analytical person detests dealing in vague language and loses focus quickly when conversations move from logical to emotional.
This section of your audience understands the precision of numbers.
Be logical, unemotional but not robotic.
How to work with an analytical communication style --
Do:
1. Provide as much detail in quantifiable chunks
2. Set clear expectations
3. Give them space to work independently
Avoid:
1. Personalizing and going for emotional anecdotes (i.e., use “I know” or “I think” rather than “I feel”)
2. Framing feedback on their work (especially data-heavy work) as criticism
People with Intuitive Traits:
Decide on your ‘high-touch differentiation’ for the big picture thinkers
Dwelling on the diagonally opposite side of the spectrum, Intuitive are big thinkers. They like visualizing the outcome. Usually, you will use this approach when you are talking to someone higher up in the chain -- the C-suits. They have the patience of an 11-year-old kid (not to generalize here).
The intuitive communication style thrives on visual big-picture ideas.
Ditch deep dives into the details of your products or services.
Instead, indulge them with broad overviews and help them to navigate directly to what is most important. Big graphic screens go a long way to sustaining their attention.
How to work with an intuitive communication style --
Do:
1. Stick to the main topic and keep it high-level
2. Be prepared to answer follow-up questions
3. Keep details to a minimum (you can always follow up with these in an email after the conversation so they can reference back later)
Avoid:
1. Too many details (obviously)
2. Taking their approach personally (they are just doing what feels right to them)
3. Making too big of a promise (they will latch onto the big picture and ignore the details)
People with Functional Traits:
Leading with one step at a time
Functional communication stylists are in love with process flow. They love step-by-step guides, details, timelines, and thought-through plans. When you are interacting with them, you want to go through each detail from start to finish to make sure nothing gets missed or glossed over.
Knowing all necessary steps puts you in a position to guide and lead. However, it can also make you a bit of a bore. So, gather all the 'like-minded' attendees together and design a presentation that delivers a detailed linear outcome.
Design a poll prior to the event and get their vote on this type of presentation. You will strike a home run with the section of people who have sectioned off your brand as the last 3 or 4 contenders before the 'BUY DECISION' is made.
How to work with a functional communication style:
1. Practice “active listening” by repeating what they have said and asking follow-up questions
2. Expect them to ask for details, even if you are just brainstorming
Avoid:
1. Rushing them to get to the end or make a decision
2. Assume they support an idea 100% (their criticism or feedback will often be on the steps, not the overall strategy)
People with Personal Traits:
Relationship Triumphs over Information Peddling
The personal communicator values connection, relationships, and emotional language. They are passionate about "CAUSES". They are great diplomats. And often can help smooth over issues that more hard-lined communication styles cause.
You often see them as a “glue” that holds a team together. They build relationships and see communication as a chance to get to know people rather than getting to know the product. With this section of people, introducing some kind of games in your space helps.
How to work with a personal communication style
1. Steer conversations with a casual approach.
2. Do not get offended if they ask how something made you “feel” or make a strictly work conversation personal
3. Follow up with key details and information by email after the meeting (they will not focus on it too much during your initial conversation)
4. Effectively find ways to build a relationship with them, other than selling products. A ‘brand with a cause’ is the way to get their attention.
Final Thoughts:
In an age, where Americans no longer care to talk to each other as they are busy sharing images, stimulating meaningful conversation is a magical act that skates on the edges of discipline peppered with small acts of caring.
Give us a call. Our ‘white glove’ services are designed to help international exhibitors harvest qualified leads and help with the culture gap. We will design an experience that is bountiful, useful, usable, desirable and differentiated.
You will command demand for your brand as you delight your prospects and clients.
— Qualify your American Audience Based on 4 Communication Styles
Your clients and prospects are not robots. They are seeking conversation that will spark their imagination and kindle their spirit.
Having thus said, best-selling author and leadership coach, Mark Murphy points out the 4 styles of communication that will instigate your interactions with imagination and intelligence. Mark Murphy: Analytical, Intuitive, Functional, and Personal.
People with Analytical Traits:
Lovers of hard data and clearly defined tasks
An analytical person detests dealing in vague language and loses focus quickly when conversations move from logical to emotional.
This section of your audience understands the precision of numbers.
Be logical, unemotional but not robotic.
How to work with an analytical communication style --
Do:
1. Provide as much detail in quantifiable chunks
2. Set clear expectations
3. Give them space to work independently
Avoid:
1. Personalizing and going for emotional anecdotes (i.e., use “I know” or “I think” rather than “I feel”)
2. Framing feedback on their work (especially data-heavy work) as criticism
People with Intuitive Traits:
Decide on your ‘high-touch differentiation’ for the big picture thinkers
Dwelling on the diagonally opposite side of the spectrum, Intuitive are big thinkers. They like visualizing the outcome. Usually, you will use this approach when you are talking to someone higher up in the chain -- the C-suits. They have the patience of an 11-year-old kid (not to generalize here).
The intuitive communication style thrives on visual big-picture ideas.
Ditch deep dives into the details of your products or services.
Instead, indulge them with broad overviews and help them to navigate directly to what is most important. Big graphic screens go a long way to sustaining their attention.
How to work with an intuitive communication style --
Do:
1. Stick to the main topic and keep it high-level
2. Be prepared to answer follow-up questions
3. Keep details to a minimum (you can always follow up with these in an email after the conversation so they can reference back later)
Avoid:
1. Too many details (obviously)
2. Taking their approach personally (they are just doing what feels right to them)
3. Making too big of a promise (they will latch onto the big picture and ignore the details)
People with Functional Traits:
Leading with one step at a time
Functional communication stylists are in love with process flow. They love step-by-step guides, details, timelines, and thought-through plans. When you are interacting with them, you want to go through each detail from start to finish to make sure nothing gets missed or glossed over.
Knowing all necessary steps puts you in a position to guide and lead. However, it can also make you a bit of a bore. So, gather all the 'like-minded' attendees together and design a presentation that delivers a detailed linear outcome.
Design a poll prior to the event and get their vote on this type of presentation. You will strike a home run with the section of people who have sectioned off your brand as the last 3 or 4 contenders before the 'BUY DECISION' is made.
How to work with a functional communication style:
1. Practice “active listening” by repeating what they have said and asking follow-up questions
2. Expect them to ask for details, even if you are just brainstorming
Avoid:
1. Rushing them to get to the end or make a decision
2. Assume they support an idea 100% (their criticism or feedback will often be on the steps, not the overall strategy)
People with Personal Traits:
Relationship Triumphs over Information Peddling
The personal communicator values connection, relationships, and emotional language. They are passionate about "CAUSES". They are great diplomats. And often can help smooth over issues that more hard-lined communication styles cause.
You often see them as a “glue” that holds a team together. They build relationships and see communication as a chance to get to know people rather than getting to know the product. With this section of people, introducing some kind of games in your space helps.
How to work with a personal communication style
1. Steer conversations with a casual approach.
2. Do not get offended if they ask how something made you “feel” or make a strictly work conversation personal
3. Follow up with key details and information by email after the meeting (they will not focus on it too much during your initial conversation)
4. Effectively find ways to build a relationship with them, other than selling products. A ‘brand with a cause’ is the way to get their attention.
Final Thoughts:
In an age, where Americans no longer care to talk to each other as they are busy sharing images, stimulating meaningful conversation is a magical act that skates on the edges of discipline peppered with small acts of caring.
Give us a call. Our ‘white glove’ services are designed to help international exhibitors harvest qualified leads and help with the culture gap. We will design an experience that is bountiful, useful, usable, desirable and differentiated.
You will command demand for your brand as you delight your prospects and clients.
Some HOW, SOME WAY, TOUCH THE EMOTION OF YOUR PEOPLE. BY DOING SO, YOU WILL ENCHANT THE BEST PEOPLE TO WORK WITH YOU, THE BEST CLIENTS TO INSPIRE YOU, THE BEST PARTNERS AND MOST DEVOTED CUSTOMERS
