In the last post we talked about making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to talk about feeling out the personality of your prospective big fish to match the right person connecting to the fish.
You need to do this in two steps:
- Profile the personalities of the people who will be making the connection
- Match the right connection to your target fish.
There are essentially three different personalities of influence:
- Pit Bull
This influencer offers knowledge, experience, comfort and trust. They can make a concerned potential customer feel at ease. In order to be successful they need plenty of information, a demo of the product/service, references and case studies, if possible.
Much like it sounds this is a influencer that shines at building relationships. They can instantly relate to the prospective client and make them seem like old friends in no time. They work best with clients who are looking for friendship, information and in a similar peer group as the influencer. This can include anything from age and culture to hobbies and nightlife. While, sharing experiences can be beneficial to creating a new relationship, your influencer must always keep it professional and dignified. The resource’s this personality type needs is help pairing with the right client, entertainment budget and the right information to meet the client’s needs.
The Pit Bull
Obviously, this personality type is a little more aggressive than the others. They are all about business and the bottom line. While this may seem harsh to a lot of people, there is a set of business people out there that want the same thing and respect someone who can get down to business and the benefits of a partnership. This influencer will need to be trusted with a little authority as they will likely be securing deals on the spot. They’ll need plenty of resources and access to products and services. They are best placed in environments where they can work independently, exercise their authorative discretion and seal deals quickly.
These can all be successful when each is used in the right environment. You can easily see how matching the right influencer for the client can secure more big fish and for a longer period of time.
If you need help figuring out which of your influencers fit into these three areas, click here and for our FREE test drive and work with one of our successful coaches to get your big fish plan in action.