In my last post, we looked at how, in communicating directly with a competitive personality, certain words appeal more than others – so-called valued words that specific personas use and look for when gathering information to make a decision.
Competitive personalities also want strong words that imply success and strength, in answering certain questions:
- What are your competitive advantages?
- What makes you a superior choice?
- What makes you a credible company?
- What can you do to help me be more productive?
- What can you do to help make me look cutting edge?
- What are your credentials?
- What is your research?
- What can you do to help me achieve my goals?
Consider your service (or your book). How would you answer these questions so that they would appeal to a competitive personality?
How to Present to Competitive Personality Types
If you were to create a presentation to an audience made up of these competitive personalities, a presentation that reflected your business or service (or that described the book you’re writing that explores your business or service), you would want to include the kind of language that competitive types use when describing themselves, when you describe what it is you do.
What does this competitive personality need to know in order to buy from you (or in order to respond to what you write)? How do you communicate your value to this particular persona? What is special about your product or service that will appeal to this persona? Using the language that appeals to this persona, how would you present yourself? And how would you answer the objections that this competitive personality might have to what you offer, or what you write?
What Will Appeal to Competitive Personality Type in a Presentation?
- A simple website to get her quickly to her need, with no distractions, and with all copy short and to the point.
- A book that clearly indicates how your service will offer opportunity for success.
- A website or book that makes the competitive personality feel that you are the authority who can help her to be and continue to be a winner.
- A description of the product that convinces the competitive personality that you will give her a distinct advantage over most of her competitors.
Ask yourself what you specifically can do to achieve this.
In our next post, we’ll look at working with what we call the spontaneous personality type.
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