Getting the referral

I often asked myself what it would take to get a customer like & trust me. If you've never thought about it before, you should start thinking about it now. Getting to know your customers and understanding their personalities is one of the key ingredients in getting them to refer you or your business to their friends & family. From one of my mentors over the years, I've learned and believe there are four major personality traits. I also associate four different colors that I feel match the typical mood in each of these personalities and gives a way to identify them. Here's a brief rundown;

YELLOW - This is what I like to call the organic personality. This personality just wants everyone and everything to be okay. All natural, peace, love, joy and everything that goes with it. You'll also find that this type of personality likes to offer you something to eat, drink and makes sure everything is ok every 15 minutes. Be courteous, kind and sympathetic to these personality types and you will surely win them over... at least for some of water and a smile.

GREEN - Okay, every one get out your calculators! This type of personality looks at every nickel and dime! They will go through your list of items, compare your prices to what they wrote down when they spoke to you on the phone and may even want to squeeze in a couple other items that they try to "oh, and I forgot these items…" schmooze you into including. Though you should be this way with everyone you deal with, be especially up front with all your project terms and conditions you provide to this personality type BEFORE you go there to do the job. Account for everything, keep a tidy work area and have a nice clean work order copy for the customer to keep when your done and this customer will surely be a plus in your referral expectations... but they probably won't tip.

BLUE - Girls just want to have fu-hun! This personality needs you to put their stuff together because the night before they were having way too much fun, way too long into the night and they're still happy to see you in the Morning! Be confident, smile and act proud to be there! This personality type, as long as it's fun, will always be an enjoyable customer. If you have a good time with this customer while working hard on the project, they will be sooo glad you're doing it instead of them… and you may just get a good tip with that ice water!

RED -AGGRESSIVE! "I am in charge and I'm always right! At least I think so." "It's going to cost me how much?” “I could build them myself, but I just don't have the time...I... uh... have some important things to do... over here... while I sit and watch you build everything."  Yeah yeah... we've all heard this story before. This personality type loves to be in charge, always wants to know what you're talking about and never wants to appear stupid (not that anybody does). Win this personality over by sticking to the business at hand, complementing them and their dwelling, office, car, electronics... you name it!  If they feel like you feel like they're important... then this could be your big referral opportunity! Of course, be fun at the same time as this personality type is attracted to BLUE personality types.

As you learn these four different personality types, the next step to master is how to mirror them or to reflect their attracted personality type that they prefer to have around them (Example: RED likes BLUE). Believe me, we are not born with these skills. However, just like any other important tool you learn to use in your daily life, learning how to identify personality types will earn you endless referrals... and hopefully a few good tips along the way... "SHOW ME THE MONEY!

By: Todd Jefferies  www.AssemblyMasters.net  2009 ©