Do you want to propose a business transaction to a person with whom you do not already have a working relationship? Are you more afraid of receiving a flat ‘No’ before they even hear your idea, than focused on getting a ‘Yes’?
With a little preparation you can dramatically increase your chances of success in winning business with your proposals.
In communication, there is no substitute for knowing your audience, and communicating in their preferred way. This means you need to become a bit of a psychology sleuth, and ask yourself, is the person you want to propose to a sociable, friendly person, or a private, shy, reserved, quiet person?
In social psychology we call the former preference extraversion, and the latter introversion. Both are valid personality traits and neither is wrong.
Sell to Me! I am an Extravert!
To propose effectively with an extravert, you need to present your idea in person with a live performance – you need face time. Furthermore, the trick is to get the extravert to propose your proposition to you, not the other way around!
You see, communicating with an extravert is like playing catch. The person with the ball in their hand is the person who speaks, the other(s) listen. When the conversation naturally calls for someone else to speak, the ball handler throws the ball to that person, who then speaks and so on.
In this analogy you want to be holding the ball for as little a time as possible. More accurately, you want the person you are proposing to to be holding the ball as much as possible! The more they talk, the more open to the idea they will become. Of course you need to quickly communicate the content of your proposal, and the proposed business must still be a sound idea to begin with.
Sell to Me! I am an Introvert!
To propose effectively to an introvert, the general rule of thumb is you need to present your idea in writing, and transmit that document to them remotely (through the mail or internet). You must always address them by their proper name (and use the correct spelling!), and the proposal document must contain the principal elements of your idea and return contact details.
Do not harass, invade their privacy or accuse them, as introverts can be very sensitive to these things.
Understanding this key element of your prospect?s personality will dramatically affect the format of your proposal (live or written) and overall success rate. These tips will not guarantee a “Yes” on their own, as personality is more complex than extraversion and introversion. And remember, your proposal must be something the target person can accept – no use proposing they buy something for $1 million if they do not have $1 million!
