How to Increase ROI without Spending a Dime
If you are looking for tricks for increasing your ROI, you won’t have to look as far as you may think. In fact, if your company currently has 200 or more prospects on its list, there are litanies of easy ways to generate more business by making little adjustments to the systems you already have in place. These small changes will yield big returns.
Start by tracing each of your lead generation funnels back to the point of sale. If you have several, focus on the ones that have the greatest number of leads running through them. By putting yourself in a cold prospect’s shoes and navigating through the tunnels that lead back to your order forms, you will gain the perspective you need to make the proper adjustments that will increase your ROI. Usually, the areas where the most leads are being lost are the conversion points (e.g. free test drive or demo landing pages). Adding a video to your free trial pages and demo registration pages is a surefire way to improve the number of names you capture, but you still have to turn them into sales.
Personality profiling is a massively underutilized method for improving the way you and your company communicate with both your prospects and members.
Personality Profiling 101
Here are the four primary ways you can identity someone’s personality.
DRIVER – Dominant. Their element is fire. They’re direct, a leader, decisive, they dominate and get things done. Powerful. If a driver could choose an animal that represents them, they’d choose a bear. If they were a shape, they’d be a triangle because it’s the pointiest, most angular, and most aggressive two-dimensional shape you can have. If a driver were playing a video game character, he’d be the barbarian, the tank, or the warrior.
EXPRESSIVE – Social, chatty, a story teller, spirited, excited, romantic. They’ll promise the world, because that’s the friendly thing to do. Gets along well with others. These people are the entertainers. Element – air. Popular. Animal – Monkey. If they were a shape, they’d be a squiggle because of their jovial and jumpy nature. If he was a video game character, he’d play the buffer, the dps, the agility, or the spy.
AMIABLE – Laid back. Easy going, nonchalant, relaxed, neutral, spiritual. Peaceful. Element – Water. Shape – Circle, because in the world of 2 dimensions, circle is God. If they were an animal, they’d be a dolphin. If he was playing a video game, he’d play the healer, the witch doctor, or the priest.
ANALYTICAL – The mental person. Think, assess, make lists, evaluate, analyze. Element – Earth. Perfect. If an analytical person were an animal, he’d be an owl. If they were a shape, they’d be a square because a square has four perfect, equal angles. If an analytical person were playing a video game, he’d be an engineer, a support character, or a sniper.
Summary: A driver likes it “my way”, an expressive likes it “the fun way”, an amiable likes it “the easy way”, and an analytical likes it “the right way”.
Everyone embodies all of these characteristics, however most everyone can be narrowed down to the two that they most exhibit.
None of these types are inherently good or bad. They each have their upsides and downsides. These classifications are for observing and chronicling our customers.
This classification system is another simple yet effective trick for increasing your ROI. Armed with this information and insight you will be better equipped to understand, relate to, and most importantly interact with your prospects and customers.
Take Action and Implement
- Create eight tags in your CRM or Email Marketing System – two sets one for each of the four personality types; one set is for the dominant characteristic, the other is for the second most.
- Establish a protocol to update contact records after every call with what you’ve learned about the contact’s personality.
- If you have a list of warm leads that you have spoken with a couple of times, aim to tag everyone in it. Now, instead of sending one marketing email, send four – one geared toward each dominant personality type.
- Leverage these tags when you call or interact with someone.
- Get creative and find a way to leverage this simple and easy to implement strategy in every area of your business.
- Watch your sales skyrocket!
What ways do you classify personalities? Let us know in the comments below.
This post was inspired by Jim Cecil who is the founder of the Nurture Institute. He has become a dear friend, trusted mentor, and a roll-model for us at jiveSYSTEMS. He has lived a breathed his life-long passion, one that consists only of nurturing others and helping them succeed. Here is a link to Jim’s Blog which is ranked #1 on my blogroll.
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