After Business Planning

Continuing our conversation about customers and behavioral style, today I’ll address the style known as ‘steady.’  This customer is also relationship-oriented, like the influencing style, but is more concerned about team.  They focus on getting things done together.  They are not very excitable, they speak quietly and deliberately.  They do not like change, so the good news is that if they become your customer and you satisfy them, they’ll be extremely loyal.  The downside to that is if you are trying to get them to change from a different vendor, it might be difficult.

When you talk with this customer, emphasize partnerships.  Don’t talk too fast, and allow them plenty of time to think about what you are saying before they respond.  Show interest in meeting his or her team.  They are always concerned about how something is going to work.  If they are considering changing to your product or service, come prepared with a plan showing implementation steps.  They want things smooth, steady and with little disruption.