by John Marshall
Many entrepreneurs struggle with revenue development because they are not communicating effectively. Let me share a story about one of our small business clients that was frustrated with her business results, due to poor communication.
She was in a recent sales slump. There weren't many new clients over the past few months.
To help determine what might be the reason, we decided to do some 'role playing'. I would be the buyer and she would be the seller. She decided that she would deliver her presentations using a few of her different products, while I adopted different 'buying personalities'.
Together we communicated back and forth in business like scenarios, as she presented in her usual presentation style. After she finished her presentations, I knew why she was in a revenue slump. She wasn't doing this one thing. Perhaps you don't do this either.
What's this 'one thing'?
It's adjusting your communication style to potential clients. Let me explain.
Her communication style in these role playing exercises was the same even though I presented different types of 'buyer personalities'.
For example, one of the buyer personalities I used was a 'driver personality'. These types of individuals are dominant, independent, candid and efficient. To communicate effectively with them you have to be brief, direct and confident. You need to focus on results.