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Those high in Influence are generally found in sales field or other fields that require a lot of people/social interaction. They move fast and want to focus on people-oriented tasks. They love to give their opinions and to be asked for their thoughts on a matter. They love to be center of attention.
This group responds well to “feeling” questions. Not just about themselves, but also about others. For example: “Remember excitement you felt when _____?” or “How would your child feel if _____?”
S = Steadiness
Those in Steadiness group want to be seen as people - not a number. They appreciate logic, a touch of personal interaction, and they are detail-oriented. They are generally slow decision-makers and are not wild about taking unqualified risks. Those who fall into Steadiness category make up 40% of general population and come from all walks of life.
People high in steadiness would be likely to respond better to questions beginning with “how.” Possibilities include “How many times have you wished ____?” or “How often do you ____?” They also respond well to questions that make them think, like “Is your copy getting results?” They’ll likely want to know what you can do about it if answer is “no.”
C = Compliance
When describing someone who falls into Compliance category, these phrases come to mind: critical thinker, prepared, quality-oriented, incredibly detailed, specific, and slow decision-maker. You’ll generally find these types working as engineers, bankers, accountants, scientists, and like.
Those high in Compliance will respond best to questions including statistics and questions that force them to look at all sides of an issue/problem. For example, “68% of All Drivers Pay Too Much for Auto Insurance. Are You?” Another idea is “Widget or Thingee… Which Makes Most Sense?”
Phrasing your questions in a way that allows your target customers to relate only makes sense. When you hit a nerve - people will respond. Asking right questions… in right way… within your copy will get you one step closer to closing sale.
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