Before relationships are formed, and at the moment of connecting, we must know how to communicate in order to build rapport with the client or affiliate. Do you know how to speak to and understand the 4 different personality types?

Analyticals – They like lists and facts, so supply those in our presentations and packages. Ask questions that relate to the numbers and stats, and do not ask how they feel or any emotional related questions as they will not hear or understand you. Since they do not like to be criticized or wrong, do not use words like “but” or “let me tell you”, instead use words like “as I am sure you have already discovered”, or “in your research you are aware”, or “what is your conclusion from the information?” or “what else can I supply to you to assist you in making a decision?”

Drivers – They like results, so supply that in your presentations and literature to them, and keep it short and precise. Ask them what their desired end result is, and do not explain how you will go about it as they do not want to know “how”, just that you will get it done. Ask specific questions – who specifically, what specifically, when specifically, where specifically. Then supply properties or information that answer only those questions – do not dribble on and on with lots of details, as this will annoy them. Use their desired result to close them on.

Amiables – They like stability and pleasing others. Give them permission continually to truly voice their opinions and that you will never take anything personally. Ask questions about how the results will make them feel, and even asking again how, then, they will feel, as the true reason is most probably deeper than their original response to you. So dig. Continually reassure them that your job is to handle any changes or challenges, as this will ease their mind.

Expressives – They like approval and love projects. They will want to play an active role in the transaction, so include them in, and recognize them for their participation. Ask questions that are emotionally based and future paced, that involve possibilities and ideas. Also phrases like, “I am sure already know this…” or “I bet you have already thought about this…”, and always give recognition and attention. Be enthusiastic when closing, and recognizing their decision.

Connecting and building relationships is so much easier when your clients and affiliates know that you “get them”. The common denominator is that everyone, no matter their personality type, wants to be heard and understood.

Social proof, or testimonials are worth their weight in gold. They are trusted and valued on an extremely highly level, so the most effective salesperson you will ever find is an existing client. Having your clients testify about your product or service or having them relate a success story that involves your product or service is one of the best ways to educate and provide evidence to your prospects.
The best time to obtain a testimonial is immediately after you have delivered on the promise that your product or service will do what you said it would. First and foremost, genuinely thank your client for their business, for from gratitude comes more of the same. Next, ask them if they are happy with their purchase, and if yes, ask if they would be willing to write a brief note about their experience, in particular about the “blank” and “blank”.

The two “blanks” are critically important. You need testimonials that are specific. And you need them to reflect your mission statement and your unique selling proposition, so that when you use them in your marketing, they reinforce your sales message as powerfully as possible.

Now don’t get me wrong, it will take work, and it will take hustle. But this is what our country was built on, and this is what our grandparents and our great parents did to create the foundation of what we relish and benefit from today. So work – and I mean work hard! Create a business model, create a plan, and give yourself a platform to let others know what you are doing. Build relationships, and help others grow their businesses. Be patient and be persistent, listen to your customers and users, and truly care about your vision and mission. It’s all goes back to the passion!

The good news is that there are very few gatekeepers around any longer. The game has changed, and if you are pumping out good stuff, people will hear about it and will follow. So, you must be transparent and authentic otherwise others will see that you are speaking from both sides of your mouth. Use the tools, as many as possible, to connect as often as you can with others, and BE REAL. Again, come from the passion, and care so deeply that it resonates from you.
This is business and the game is constantly changing. Build your brand equity constantly, because if you love it, you will win. Your brand is you, so have it reflect you, the TRUE you and your passion. People get it, and recognize immediately that you are real.

Patience is king, and be ready for the right moment to strike, because I promise you that it will strike when you consistently do what you are about and believe in. Yes, you can monetize your passion, and remember that legacy is greater than currency. Everything you do will be documented, so do what you love and have your grandchild look back at your life in amazement and pride.

Oh, and have a whole lot of fun along that way. Cheers to passion!

Coaching works when two factors are present in a client’s life:

» One, the client is willing to learn, grow and take action.

» And two, there is a gap between where client is now and where they want to be.

If you are willing to roll up your sleeves and assume the predominant responsibility for your success, great things can happen!

Please contact me if you’d like to learn more. >>