The document discusses different communication styles - the Dominator, the Conversationalist, the Safe & Structured, and the Calculator. It provides tips on how to appeal to each style in business communications. It then outlines a recommended contact schedule for following up with customers, including templates for an initial contact, thank you, and follow up messages tailored to each customer's needs and personality type. The overall goal is to increase customer responses and appointments by sending quick, targeted messages.

1. Can
You
Hear
Me
Now?
Are
your
Customers
Hearing
What
You
Are
Saying?
Glenn
Pasch,
CEO
PCG
Digital
Marke6ng
Marc
McGurren,
Partner
PCG
Consul6ng
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4. The
4
Styles
of
Communica6on
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5. The
Dominator
Blunt
&
to
the
point
BoBom
line
aCtude
Seeks
to
CONTROL
nego6a6on
Do
not
want
your
input
Not
interested
in
making
friends,
this
is
a
business
transac6on
• Presidents
&
CEO’s
•
•
•
•
•
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6. The
Dominator
• Appeal
to
them
by:
– Being
respecJul
of
their
ideas
– Focusing
on
the
facts
rather
than
person
– Bring
evidence
– Being
quick,
focused,
and
to
the
point
– Showing
them
how
they
can
succeed
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7. The
Conversa6onalist
•
•
•
•
•
•
Very
expressive
Fun-­‐loving
A
bit
impulsive
Seek
ACTION
&
EXCITEMENT
Love
to
talk
Will
be
your
friend
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8. The
Conversa6onalist
• Appeal
to
them
by:
– Being
social
and
friendly
– Build
rela6onship
with
them
– Allowing
them
to
talk
– Don’t
spend
too
much
6me
in
details
– Photos
and
videos
are
very
impacJul
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9. The
Safe
&
Structured
•
•
•
•
•
•
•
Even
tempered
Avoids
conflict
Can
come
across
as
soU
spoken
Seeks
to
PLEASE
people
Goes
with
majority
Needs
to
feel
“warm
&
fuzzy”
about
decisions
TAKES
THEIR
TIME
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10. The
Safe
&
Structured
• Appeal
to
them
by:
– Being
genuinely
interested
in
them
– Give
them
6me
to
adjust
to
change
– Clearly
define
goals
for
them
– Avoid
hurrying
and
pressuring
(kid
gloves)
– Presen6ng
new
ideas
carefully
– Having
strong
reputa6on
management
(show
them
what
others
are
saying)
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11. The
Calculator
• VERY
analy6cal
• Methodical
– Like
spreadsheets
• Seek
LOGICAL
ORDER
• Poten6ally
knows
more
than
you
• Accountants,
Engineers
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12. The
Calculator
• Appeal
to
them
by:
– Being
prepared…no
ad-­‐libing
– Being
accurate,
logical,
&
using
clear
data
– Show
them
how
things
fit
into
the
bigger
picture
– Being
specific
in
disagreements
and
focus
on
facts
– Being
pa6ent,
persistent,
and
diploma6c
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14. How
Do
You
Know?
• You
are
at
a
disadvantage
trying
to
communicate
with
just
wriBen
words
• In
person,
you
can
read
body
language,
facial
expressions,
like
and
dislikes
• But
with
just
email,
you
will
have
to
try
and
appeal
to
all
personality
types
with
the
messages
you
send
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15. The
Goal
• Get
more
customers
to
contact
you
back
• The
more
contacts
you
make,
the
more
appointments
you
can
set,
and
the
more
deals
you
can
rack
up
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16. Recommended
Contact
Schedule
• Day
0
–
Ini6al
Contact
with
pricing
and
availability
• Day
0
–
Why
Buy
From
Me?
• Day
1
–
Manager
Thank
You
• Day
2
–
Why
Buy
this
Make?
• Day
3
–
Why
Buy
Here?
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18. Why
Buy
From
Me
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19. Manager
Thank
You
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20. Day
2
–
Why
Buy
this
Make?
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21. Day
3
–
Why
Buy
Here?
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22. Summary
•
•
•
•
•
•
Focus
on
Overall
message
Listen
to
wht
they
are
asking
Tailor
each
message
based
on
type
Respond
quickly
and
effec6vely
Process
is
king
Accountability
follow
up
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24. – Office:
732.450.8200
–
glenn@pcgmailer.com
– marc@pcgmailer.com
– @marcmcgurren
– @sidebysidecoach
– www.glennpasch.com
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