Architect in telecom - Intelligent SME

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December 2012 - January 2013 Intelligent SME Sales Strategy Your vital 3 seconds They say you never get a second chance to make a first impression. Phil Bedford gives you tips on opening up conversations and developing relationships. Have you ever walked into a new group of people, networking event, social gathering or even a meeting and started a conversation with someone? Then with no apparent reason, you decide you either don’t like them, are not comfortable with them or you may think they feel like “a long lost friend?" Depending on this outcome, do you think you are more or less likely to do business with them; will they want to get to know you, or even do business with you? Harvard studies claim that we make these decisions within three seconds. That’s three seconds to make a first impression and as they say, you never get a second chance, to make a first impression. In fact, there is a belief it is even less now (Books such as Blink by Malcolm Gladwell are a good follow-up read). One of the challenges with this three-second timeframe is the person you are looking to meet could be making these unconscious choices as you approach them and even before you shake hands. It’s hardly fair is it? That someone can be making these assumptions when they do not know anything about us. So, here are some tips that might at the least make them more open to a conversation where you can prove your worth and move on to develop a relationship. At a fundamental level we are comfortable with “people like us” - we look for the synergy and our unconscious mind says: “I am safe, I am comfortable, I recognise myself.” Firstly, we need to understand that there are four types of behavioural styles. This knowledge has been around for centuries. This was later refined by others, such as Dr. William Marston 50
December 2012 - January 2013 Intelligent SME Sales Strategy An experienced business trainer, Phil Bedford brings over a decade of experience to his role as master franchisee for the Referral Institute. His expertise and experience of working with both companies and networking associations, coupled with a passion for training have helped him immensely. He regularly appears as a speaker in the UAE and abroad, educating people on how to build their business by word of mouth and “Creating Referrals for Life.” into DISC and Dr. Tony Alessandra as “The Platinum Rule”. Let’s have a look at the four styles: ‘The Go Getter’ They move quickly, talk quickly and act quickly and are very task focused. They are direct and to the point. Confident and result-driven, this style likes to win. There is no place such as second place. They want to know what’s in it for them in everything they do and ultimately what’s the “bottom line”. They are great problem solvers, enjoy a good argument and can forgive in a heartbeat. Because they are so confident and direct they are often seen as arrogant and aggressive, even scary! ‘The Promoter’ This style, like the Go Getter is fast paced. However, they are more people focused rather than their task at hand. They are highly sociable and love to be around people. The Promoter needs to be having fun no matter what they do. They enjoy change and often have many things going on at any one time. When talking to them their eyes will keep dashing around the room. Not because they mean to be rude but because they don’t want to miss anything. They tend to be highly connected and will know lots of people. You can normally spot them because of their huge smile and wild hand movements. They are mainly motivated by meeting new people, making new friends and are great to team up with for the more nervous networker. They can tend to go off track when networking, and often forget why they went there because they are so busy chatting. They can appear to be unprofessional and flippant because Styles they are so enthusiastic and fun loving and especially as they often arrive late because their time keeping is normally a bit poor. When awkward they will often crack offcolour jokes. ‘The Nurturer’ As the name implies, the nurturer likes to care for and look after people and relationships. They do not like change or big groups of people and prefer to be “one on one.” They can often be overlooked because they may be timid and uncomfortable in groups, but they are often the people with whom you can build the long-lasting relationships. They will support you to the ends of the earth once proven to them. If they are networking at an event regularly, they will tend to have a lot of belief in the network and may be a long standing member. They are motivated by helping people. In conversation, they like to get to know people and will tend not to discuss business. The more task driven styles would do well to remember this. Relationship first, business second, very much like some of the people from the Gulf States. They may get overlooked by the fast “styles” who judge success by dress and other more superficial markers. They will often not want to try new things and tend to miss opportunities. Be aware they will often not choose the best option for their business because they are uncomfortable with the person. ‘The Examiner’ Our examiners like to know the reason behind everything. They are inquisitive and will spend all their efforts making things perfect. They like things to be done properly and professionally. They seek efficiency and perfection in all they do. Like the Nurturers they are more deliberate (or slow) and take their time thinking and acting. Unlike the nurturer, they are very task focused and are often uncomfortable with relationships and people. Hence, finding them at a networking event is often only because they have researched it and know that this will help them hit a business goal. They will often leave as soon as they can. You will often see them moving out of and away from any big groups. When shaking hands they may have an outstretched hand to keep people at a distance. Personal space is important to them. Discussions should be around business and efficiency. Personal family questions and complements will not go down so well. They also do not trust people who smile too much. Newsflash! All styles can be good at networking. It’s about learning how to maximise the strengths of your style. How to adapt Some basic tips would be “mirror” or copy the other person’s speed, words and mannerisms. Discuss what they want to talk about based on their style. Remember; treat people as they want to be treated. Further studies on the subject The Platinum Rule -online assessment www.platinumrule.com Room full of Referrals www.referralinstitute-me.com “Treat people how they want to be treated” - The Platinum Rule, Tony Alessandra. 51
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