Have you ever gotten frustrated with a prospect or lead who told you…
“I need to do my research on this before I make a decision.”
Or have you ever felt intimidated when someone said to you…
“Look, just give me the bottom line here!”
Or do you want to give up on that team member who refuses to host home parties as you keep suggesting?
See what I did there, putting certain words & phrases in certain colors?
Those colors represent different personality types… how people are wired.
Personality types can be described using colors, animals, or gems, but we’re going to focus on the color-based system.
How To Deal With The 4 Basic Personality Types In Your MLM Network Marketing Business
Ever heard the saying, “Game recognizes game!”
Well, in the context of what we’re talking about today, personalities recognize personalities.
It’s easy to identify your own personality type in someone and act accordingly.
But it takes practice learning to identify and mirror other types.
A quick lesson on matching & mirroring
Once you’re familiar with the 4 basic personality types, it is then important to learn how to match & mirror your prospect.
To do this, identify your prospect’s personality color as you’re “forming” them.
Once you’ve figured it out, turn that color on within yourself.
For example: If you discover the person you’re speaking with is a strong red personality because their answers are short, quick and they want you to hurry up and get to the point; you’ll need to be just as quick with your responses and not beat around the bush with a lot of drawn out explanation.
What they want to know most of all is, “How much money can I make and what do I need to do to make it?”, so forget about the company having gone public, or what remote island the berries in the juice came from.
If they’re a blue type and they laugh and joke around a lot, try not to get annoyed but rather laugh along.
There was a well-known MLM leader who trained for a particular marketing platform. Part of his training was allowing us to listen in as he called and closed leads.
One of the most memorable of those calls was a timid, very soft-spoken woman… I could tell right away she was a fellow yellow.
Anyway, I was so impressed when he went from being kinda loud and fast-talking, to calm, soft-spoken, and slower in pace while talking to her. It was like night & day from the people he had spoken to prior, and a great example of matching and mirroring.
Okay, let’s get refreshed on the personality types and, more importantly, who they are in terms of prospects/leads and team members.
They’re mainly money-motivated and money-driven. Typically, they could care less how the product or service works. The biggest concern is the bottom line… how well does the product or service move and how much money will I make from the sale of them?
As team members:
Reds are those “sharks” everyone wants. They are go-getters and will NOT require a lot of hand-holding from you. Yeah, you might have to show them something once or twice (or at least point them in the direction to learn it) but once they get it, they take off and run with it!
Depending on how new you are to ‘the game’, you may not get heavy-hitter reds in your business as they generally join other heavy-hitters, but if you get a red who is an up and coming, you have a good strong “soldier” on your team who has great potential to BECOME that heavy-hitter – possibly even passing YOU up in rank within the company!
If you, yourself, are a strong yellow type, they may be somewhat intimidating to you with their brash abrasiveness… but if you can just recognize it for what it is – just how they’re wired and not personal – as well as learn to tap into YOUR red side, you’ll be just fine handling a strong red type.
While they are interested in money and helping others, blue types are mainly about having fun. How can this business be FUN for them? They may want to know about the camaraderie of the team, local gatherings, company events, and they may even be super-open to hosting home parties!
As team members:
Blue personalties are bubbly, lively, and will be great to “get the party started” at local or even company-based events. They will be the ones (along with reds) who will be open to doing the intros on conference calls and liven up those online hangouts.
Blues don’t have a problem going up to people and talking to them either. They will strike up a conversation in a heartbeat. Kinda like my childhood friend who, one day when I visited back home, took me to lunch and had the server (and me) crackin’ UP!
So provide your true blues with training on prospecting while out & about, home parties, and hosting local events because those are the areas your blue teammates will most likely THRIVE in!
Greens want to know the ins and outs of the business, as well as the products or services. What are the ingredients? How does that comp plan work?
Like reds, they’re also interested in the bottom line, but they want the intricate details of how the money is made.
And don’t go gettin’ all pissy-tailed with them, either. Go on and give ’em the links, PDFs, videos and any other tools and resources you have access to, and let them do what they do best… research.
If they like what they see, they’ll get back with you!
What you DON’T wanna do is shoot yourself in the foot by sending them on their merry little researching way into “Google-Land” where they’re gonna find every negative piece of info on your company & products.
So again, YOU provide them with whatever they need to analyze and let them have at it.
As team members:
If you have a green on your team, be prepared for them to want details, details, and MORE details before doing whatever you might suggest they do.
You could say, “Walk over to that table”, and before they take the second step, they might ask, “Umm… how fast should I walk and what should I do once I arrive?”
All jokes aside, if the company or team you’re part of doesn’t already have step-by-step, detailed instructions available; you might want to work on putting that together so when you get other green personalities, all that will be available.
But don’t feel negatively about having green types on your team because they’re gonna pay close attention to detail, and THAT can be a major plus.
They’ll also make great team leaders and you can delegate to them, breaking down the comp plan, product ingredients, and any other details on team calls, during live events, or on training videos.
So if they want to print out documents, create spreadsheets, and know the comp plan like the back of their hand, LET ’em have at it!
Yellows are typically product or service-focused. Yes, they want to make money, but they want to know how the business, product or service is going to help and benefit people.
If the product or service is bogus, they won’t wanna be involved with it. Yellows tend to join companies with products they can really get behind.
Even if they tried promoting a company that has scammy undertones, or if they feel the products or services don’t actually help people… they will (subconsciously) sabotage their efforts because they don’t want to mislead anyone.
Yellow types often feel the need to talk it over with their spouse, so don’t try to discourage them from doing that… let them.
Actually, it’s a bad idea to force a yellow into signing up right off the cuff, as it typically ends in them having ‘buyers remorse’ and possibly quitting soon after signing up.
Instead, give them the time and space they need to make their final decision and if/when they’re ready, they’ll let you know.
As team members:
Yellows oftentimes like to be told what they need to do, but don’t necessarily want to be forced to do them.
They’re quite often introverts and therefore, may not want to host home parties or approach strangers. They WILL, however, do well with internet marketing as long as they’re properly trained on it.
They don’t like being pressured, so give them room to flourish. Just point them to the training and allow them to work at their own pace which may be slower than others, but they’ll get it done. If they need help, don’t worry… they’ll ask.
Yellows love acceptance and praise for a job well done; so be sure to give them plenty of that when they make accomplishments, as they may feel unappreciated if their merits go unnoticed and unrecognized.
But one thing your yellow types are notorious for is nurturing and taking good care of their customers & team members! After all, as natural nurturers, they want their team and customers to be happy & successful.
A Few More things To Remember
Now that you’ve learned ways of dealing with the 4 personality types in your MLM Network Marketing business, hopefully you’ll be better equipped to meet people where they are and build from there.
Just keep in mind that:
- Everyone has a level of each of the 4 personality types… one is just typically more dominant than the others.
- People like those who are like themselves, so “become” like that person for a greater shot at winning them over.
- We all bring something to the table, no matter what our personality type is. Learn to work with people where they are, and allow them to work within THEIR core competencies (based on their personality) and you’ll have much happier team members and customers in your business!
To YOUR Success,
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