You only have a small window of opportunity to capture a reader’s attention.  Put some effort into understanding your audience ahead of time so that your communication style peaks their interest. Remember: your audience has specific challenges, they NEED YOU for something, and by speaking to them about the proper topics using the appropriate communication style, you increase their willingness to seek your help.

How do I know if I’m speaking to my audience correctly?

Speaking to your audience is about merging your audiences’ interests and strategic message delivery techniques into a single stream so that the information you want to share flows seamlessly with information they want to learn. Their interests are going to impact the effectiveness of your message delivery.

The factor that is going to help determine if you’re speaking with your audience correctly is communication style.

DISC Profiles

DISC is a non-judgmental profiling tool that can determine someone’s communication style and recognize behavioral differences. Keep in mind that this test doesn’t score an individual’s communication style as good or bad; instead, it measures how people interpret the world and communicate. The information you gather from this test can help you figure out how to avoid turning your audience off from the get-go.

Profile Characteristics

The DISC profiling test identifies your communication style and categorizes you into one of four groups based on certain characteristics. At the end of the test, you will be labeled as a combination of D, I, S and C.

D’s

If you’ve done business to business work, you’ve most likely experience working with a D. Successful sales people, business owners and doctors are often D’s because of the priority they place on accomplishing results.  They tend to be big picture and to the point, with no problem tackling a challenge.  If your personality matches with a majority of the words listed below, you may be a D.

DISC - D Profile

D’s tend to be more competitive than other profile types.

  • Strong-willed
  • Competitive
  • Demanding
  • Independent
  • Direct
  • Self-centered
  • Decisive
  • Tough
  • Impatient

I’s

These people can make friends with a rock. I’s are really positive people and others tend to gravitate to this person’s energy. Although they can be disorganized, they are generally concerned with other people and really like interacting with others. You’re probably an I if they words below describe you.

  • DISC - I Profile Sociable
  • Talkative
  • Open
  • Enthusiastic
  • Energetic
  • Persuasive
  • Spontaneous
  • Emotional
  • Impulsive

S’s

Many support staff, nurses and secretaries are S’s.  They excel at thier roles because of their concern for other people and their desire to take care of those around them. S’s as clients take longer to make decisions and need a little more convincing and support prior to to buying into your offer. When they stop talking, that’s your cue to step in and make sure everything’s okay.

  • DISC - S ProfileSteady
  • Laid back
  • Modest
  • Trustworthy
  • Family oriented
  • Sincere
  • Patient
  • Careful
  • Calm

C’s

Last but not least are the C’s. Good accountants and engineers are often C’s.  Their natural attention to detail and systematic style help them excel in their trades. They place emphasis on quality and accuracy, valuing expertise and the methodology leading to past successes. Below is a list of words that describe C’s.

  • DISC - C ProfilePrecise
  • Exact
  • Analytical
  • Systematic
  • Follows rules
  • Quiet
  • Careful
  • Formal
  • Disciplined

How to Connect with these Communication Profiles

Now that you know what the DISC profiles are, gauge which categories your clients may fall into so you can start communicating with them effectively.

If your client is a strong D…

Be brief and to the point. This client is results oriented and focused on the future. When communicating with this type of client, avoid the chit chat and get right to business. They don’t want to hear the fluff so don’t waste their time dancing around the topic to make your message pretty.

If your client is a strong I…

You can be more quirky and friendly. Get excited! Be positive and conversational when communicating with this client. An I will give you feedback when you ask for it, so get personal when speaking with them.

If your client is a strong S…

Take your time and don’t rush through a conversation with this client. If you make them a promise, make sure you follow through and do what you say you’ll do. Show human interest and remember the little things when talking with an S because this will show them you’ve listened and respect their thoughts and needs.

If your client is a strong C…

Dive into the details and keep the conversation formal. Make them feel comfortable and explain why certain things are important. C’s tend to reflect on what worked in the past to determine their future actions, so be prepared to share this type of information with them. Unlike D’s who want to know what’s up and coming, C’s want to see the numbers that prove something worked well in the past to systematically determine their next steps.

Personalization in Communication

Regardless of what style your clients are, everyone loves to see and hear their own name. Personalizing the messages you send to your clients via email can help improve your open rates because it makes people feel special.

So when you’re writing content for the web, keep in mind what communication styles your readers will respond too. It’s okay if they’re not all the same, but by mentally preparing yourself with the different possibilities and being aware that differences exist, you can edit your content accordingly to ensure that you’re speaking to your audience correctly.

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More about the Author

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Monica Pitts

Monica is the creative force and founder of MayeCreate. She has a Bachelor of Science in Agriculture with an emphasis in Economics, Education and Plant Science from the University of Missouri. Monica possesses a rare combination of design savvy and technological know-how. Her clients know this quite well. Her passion for making friends and helping businesses grow gives her the skills she needs to make sure that each client, or friend, gets the attention and service he or she deserves.

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