Specific Communication Keys for Each Style
This post is part 5 of our 8 part series on increasing Client Engagement from our Client Relationship Performance in the New Behavioral Economy White Paper. The insights will demonstrate in practical terms how to apply predictive behavioral insights to tailor client communication and provide unique client experiences.
Behavioral Insight 5: Specific Communication Keys for Each Style
Earlier in this series, we learned about Chris Coddington and his meetings with a client named Frank Butler. Chris was given information about the 4 Communication DNA Styles, processes for discovering which communication style a client has and guidelines for matching clients to the right advisor based on communication style. (Click here to read the previous posts in this series).
We told Chris that a future trend will be advisors building client service teams that are a custom fit for the client. This provides the advisor with the opportunity to include team members with different styles to complement the advisors behavior. Imagine when a telephone call comes in and the team automatically knows who is to pick it up, then how to communicate with the client, and how to manage the work flow and even product or solution offerings. This really is the Ideal Advisory Business. Chris could also see that this strategy would be good for succession planning.
Chris then said, I want some specific communication keys that I can put into my online contact management system so that whenever a client calls up or I am preparing for a meeting, I will know how to adapt my communication. Also, these communication keys need to be memorable so that the client gets engaged with them. Further, and very importantly, I also want this sustainable and scalable across my client service team. The way we have structured our business is that the one family client is served by different people on the team depending on whether the needs are financial planning, investments or administration.
Each person does have a very unique way in which he or she likes to be communicated with. This was clear from what Frank Butler said in his first meeting about wanting options and recommendations so that he could make a decision. What this message really said to Chris is that trust in the relationship will not be developed unless Chris and his Coddington team communicate with Frank in this way. If he is not communicated with in this way, then he is likely to become de-energized and lose interest in what is put before him.
As you can see from the graph at left, each style is quite different in terms of communication. This is where ensuring the different communication styles do not become a relationship blockage. Franks wife has a Stabilizer communication style. This is basically opposite to Frank. She would need a much more relaxed meeting and not so bottom-line. The discussion should start with dreams as this is more emotional, whereas goals is more rational.
The Lifestyle Desire and Information Need communication styles are also opposite. The Lifestyle person wants a fast-paced, open discussion and fun, while the Information Need person wants to get into the details and reflect. He or she does not like it too conceptual. Of course, here is where the spender and saver difference comes up more acutely. The Information Need person likes to focus on the budget. To the Lifestyle Desire person a budget is a turnoff. The advisor should talk instead about spending plans.
From time to time an individuals score may reflect a Lifestyle Desire as the primary communication style; however, the client may have a second style that also scores highly, such as a Stability Need. In any cases like this, the elements of both factors would be important in communication with the client.
When Chris is dealing with spouses in the same meeting, he must address each of them on his or her own terms, unless one of them chooses to accept one way. Based on social research it tends to be the female who will make 70% or more of the financial choices. So, if you do not have guidance on know how to run the meeting with a couple, start by addressing the female spouse on her unique terms. Remember, women want to be understood and men want to be respected. So, do not leave the male totally in the cold.
What are your thoughts? For additional information on increasing engagement of others, visit our Communication DNA Website.
To Learn More, read the full Client Relationship Performance in the New Behavioral Economy White Paper.
Hugh, this is a great article and White Paper. My company has begun the process of reaching out to clients with a more tailored approach. Knowing exactly what communication style each client has and keys for communicating would be priceless. Thank you for the resources on specific communication keys. We will be in touch.
The advisor with the opportunity to include team members with different styles to complement the advisor’s behavior, because advisor make their team for the better planning and training program. Then maximum persons are having problem with their communication, how to communicate with the client, and how to manage the work flow. A good financial Advisor makes an advisory business better. Advising, training, planning, and also working on it is make advisor program better and better.
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I’ve been browsing online more than three hours today, yet I never found any interesting article like yours. It’s pretty worth enough for me. In my view, if all web owners and bloggers made good content as you did, the web will be much more useful than ever before.
After I initially commented I clicked the -Notify me when new feedback are added- checkbox and now each time a remark is added I get 4 emails with the same comment. Is there any way you’ll be able to take away me from that service? Thanks!
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Today, I went to the beach with my children. I found a sea shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She placed the shell to her ear and screamed. There was a hermit crab inside and it pinched her ear. She never wants to go back! LoL I know this is completely off topic but I had to tell someone!
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Together with the whole thing which seems to be building inside this particular subject matter, all your viewpoints are actually very stimulating. Nevertheless, I beg your pardon, but I can not give credence to your whole theory, all be it exciting none the less. It appears to everyone that your opinions are generally not totally rationalized and in fact you are generally your self not even wholly confident of the argument. In any case I did appreciate examining it.
Throughout the grand scheme of things you receive an A for effort and hard work. Where you misplaced me was first on all the facts. You know, they say, the devil is in the details… And that couldn’t be much more accurate here. Having said that, let me say to you exactly what did work. The article (parts of it) can be rather persuasive and this is probably the reason why I am making an effort to comment. I do not really make it a regular habit of doing that. Next, although I can certainly see the jumps in reason you make, I am not really sure of exactly how you seem to unite the ideas which inturn produce the actual conclusion. For right now I shall subscribe to your position but hope in the foreseeable future you link your dots better.
I was wondering if you ever considered changing the page layout of your site? Its very well written; I love what youve got to say. But maybe you could a little more in the way of content so people could connect with it better. Youve got an awful lot of text for only having 1 or two images. Maybe you could space it out better?
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Thanks – Enjoyed this post, is there any way I can receive an email when there is a fresh article?
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Thank you for the sensible critique. Me and my neighbor were just preparing to do some research about this. We got a grab a book from our local library but I think I learned more from this post. I’m very glad to see such great info being shared freely out there.
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It is my belief that mesothelioma is actually the most fatal cancer. It contains unusual qualities. The more I actually look at it the harder I am convinced it does not work like a true solid tissues cancer. In the event mesothelioma is actually a rogue virus-like infection, in that case there is the prospects for developing a vaccine in addition to offering vaccination to asbestos open people who are open to high risk involving developing long run asbestos associated malignancies. Thanks for discussing your ideas for this important health issue.
With havin so much content and articles do you ever run into any issues of plagorism or copyright infringement? My website has a lot of exclusive content I’ve either authored myself or outsourced but it looks like a lot of it is popping it up all over the internet without my permission. Do you know any methods to help prevent content from being stolen? I’d certainly appreciate it.
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