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How To Get Your Point Across To Any Personality Type
What I am about to present to you is a fast, easy method to communicate with a large number of people effectively and if you answer four basic questions with your message, you'll reach 99% of any audience successfully.
I got turned on to this concept by my good friend Alex Mandossian. It's based on a guy named David Kolb. It's actually experiential, experienced based learning. It's also called L.S.I which stands for Learning Style Inventory. Basically, what it is all about is how we learn.
1. You have a concrete experience.
2. You then observe and reflect on that experience.
3. You form abstract concepts based on your thinking about the experience.
4. You test those new concepts you form.
Let's say for example, you're driving around a sharp curve on the road and almost crash. That's the experience. Now you're going to go, Wow that was close. So now you have observed and reflected on that experience.
The third part is, Ah, maybe I'd otta slow down around that curve. That's the abstract concept that's based on your thinking about the experience. Now the forth part is, the next time you drive down the road, you're going to slow down when you come to that curve, because of that concept you just formed. Now here's how this works for you.
There are different types of personalities. We all know that. But each one of those personality types learns differently. Now to get and keep their attention, you have to speak to their style and their values. So here are the four.
1. The Sales Personalities. Those are the persuaders and motivators and 35% of the population are made up of those types of people.
2. Next you have The Scholastics Personalities. They focus on the objectives and outcomes and about 18% of the population are those types of people.
3. Next you have The Technical Personalities. They focus on operations and processes. About 25% of the population are those people.
4. Then you have The Advocates or Marketers Personalities. Those people are creative's and focus on opportunities and 20% of the audience are those types of people.
Now each type has a different filter for learning. So they ask different questions when they are forming their abstract concepts. So your answers to those questions, gets them to test their concepts and take action. Now here are the four questions each one asks. This is the core of this whole process.
1. Sales people ask, Why?
2. Scholastics ask, What for?
3. The Technical's ask, How?
4. The Advocates or Marketer's ask, What If?
So let me give you an example. If your message is buy my product. A sales person will ask, "Why should I buy this product?" and your answer needs to have benefits. You'll say, "This product will bring you happiness, make you more attractive, save you time and will make life easier and it will save and earn you more money". Something like that.
Now if you do this to a Scholastic, their going to ask, "What purpose should I buy this product for?" So you need to answer this question with practical results. You will say to them, "This product will accomplish A, B, and C for you or will do them better, faster, or cheaper.
Now the Technical's will say, "How does this product work?" Now you should answer this question with processes or systems. So you'll say, "Here's how this product works. This is how it produces the results." They want to get inside it. They want to understand how this product is connected.
Now the Advocates and Marketers are interesting, because their going to ask, "What if I used this product too?" So you'll want to answer this question by suggesting how you could use the product in ways other than the obvious. So what we would say to a marketer is, "Here's how you can use this camera to make money, for example."
Let's talk about structuring your message. You need to cover these points in order for maximum effectiveness.
1. Why you should buy this product and how it will benefit you personally.
2. What this product will do and what it will practically accomplish.
3. How this product does what it does and what or all the creative things you can do with this product.
That's the bottom line and if you do it in that order for those people, you'll be able to attract them, keep them attentive and answer all the questions to get the maximum number of people to convert, buy your product or get on board with you.
That is how to get your point across in any personality type by answering 4 simple questions.
I look forward to seeing your success!
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