Small Business Marketing and DISC Personality Types

Personality type is a major force in shaping who we are as people, and how we react to things in both our environment and our world. Marketing is a way for small business owners to sell their products and services and must be directed towards the correct type of clients who are willing to make that purchase. This article will detail the ways in which a person’s personality type shapes how small businesses conduct marketing and also how that marketing is received by potential clients.

The DISC Profile works well for understanding different personalities, how they present their marketing, and how they receive marketing messages. “DISC is the four quadrant behavioral model based on the work of William Moulton Marston Ph.D. (1893 – 1947) to examine the behavior of individuals in their environment or within a specific situation. DISC looks at behavioral styles and behavioral preferences.” (Wikipedia)

We will look at all four of the DISC personality types in this article: “D” or dominant personalities, “I” or influence, “S” or steady and “C” or compliant personalities.

High “D” people are described as demanding, forceful, egocentric, strong willed, driving, determined, ambitious, aggressive, and pioneering. These are the people likely to start and run a successful small business. They are motivated and undeterred by adversity, soldiering on through tough times.

High “I” people are described as convincing, magnetic, political, enthusiastic, persuasive, warm, demonstrative, trusting, and optimistic. They can also be a driving force in growing a business, relying on personal contact to grow their customer base and make sales.

High “S” people are calm, relaxed, patient, possessive, predictable, deliberate, stable, consistent, and tend to be unemotional and poker faced. These people are unlikely to be swayed by marketing messages (even compelling ones) and are generally not going to be lured by the opportunity to start a new business from scratch.

High “C” people are careful, cautious, exacting, neat, systematic, diplomatic, accurate, and tactful. These people are unlikely to start a small business BUT are very likely to serve as the “right hand” of a small business owner. They are excellent support people who are integral in making the business successful, setting up systems, handling payroll and making sure that product or service levels are met.

Marketing Done By Personality Types

High “D” marketers are very direct and to the point, frequently leaving off details of their product or service that other personality types require for making buying decisions. They tend to focus on selling features of the product or service rather than selling how the product will benefit the client. High “D” marketers need to be especially aware that everyone does not process information in 5 second bites the way that they do and structure their message accordingly.

High “I” marketers tend to jump from new marketing idea to new marketing idea, always searching for the next big thing that will make their business skyrocket. They should be aware that for marketing to work, it must be part of a cohesive plan which requires time to produce results and analysis to gauge effectiveness.

High “S” marketers will set their marketing plans up, crafting all the details and then continue on that course throughout the lifecycle of the product. There is very little room for change based on feedback from their clients and the message can get stale. While a consistent message is a good thing, these marketers should be aware that what works for them today may not work for the life cycle of their product or service.

High “C” marketers are generally the opposite of High “D” marketers; they have ALL the details of the product. Their copy tends to be long and fact filled, requiring the consumer to do research within the message. These marketers have lots of tools available and assume that their viewers will dig down into the message to find them. High “C’s” will need to make sure to highlight points that are pertinent to a buying decision, and then provide additional information for the viewer to read through.

Marketing Received By Personality Types

Headlines and features are important to High “D” buyers. High “D’s” want just the facts. If they see a message that is compelling enough to catch their attention, they will stop and dig into the “meat” of the offer, but you will lose them if there is not something immediately interesting about your product or service prominently displayed. High “D’s” generally make buying decisions quickly and expect to implement your product or service immediately upon purchase.

High “I” buyers will read through your message, if you present it in a compelling way. They are looking for new things to try and are willing to learn more about your product or service if they think it will help their business. With these buyers you should have lots of testimonials and feedback from other clients who have found good use for your offering. They make buying decisions quickly and will work with you to get the new product or service in place.

High “S” buyers are not looking for new products. They are happy with the status quo and are set in their ways. If you have something that will make their company more productive or revolutionize their business, you will have to send them that message over and over, expect multiple sales calls and a long implementation schedule. The beauty of selling to this type of client is that once you have the sale, they are unlikely to change vendors anytime soon!

High “C” buyers need A LOT of documentation to make a buying decision. They will want to know all of the product specifications, how they will implement your product or service, pricing, and will be willing to spend a lot of time researching before purchasing. These people will require multiple sales calls prior to purchasing in order to make sure that they have a good understanding of the entire process.

In Conclusion

As a marketer, knowing your (and your potential client’s) personality type can help you craft the most effective marketing possible. Watch out that you do not assume that everyone will react to your marketing efforts the way that you would. Make the most of your small business marketing efforts by finding trusted advisors from other personality types to help provide feedback on your ideas, assuring that you will appeal to the broadest range of potential clients possible.

Top 10 Marketing Concepts For Small Business Marketing

Over the past decade more and more people are getting fired, getting downsized, or getting fed up with their corporate jobs and embark on the journey as a small business owner. Unfortunately, most of the new small business owners fail to consider their marketing plans or strategy. There are many marketing concepts for small business marketing to consider and plan for, but here is our list of Top 10 Marketing Concepts For Small Business Marketing.

Marketing Concept # 1: Consistency

Consistency is the number one marketing concept for small business marketing only because it is left out of marketing concepts for so many businesses. I have worked with a long list of clients, big and small, that are extremely inconsistent in all areas of their marketing. Consistency helps lower the cost of marketing and increase the effectiveness of branding.

Marketing Concept # 2: Planning

Once small business owners decide to be consistent with their marketing, planning is the next major concept to engage. Planning is the most vital part of small business marketing or any level of marketing, for that matter, and so many owners, marketing managers, and even CMOs plan poorly. Put the time into planning your marketing strategy, budget, and other concepts presented here to ensure success.

Marketing Concept # 3: Strategy

Strategy immediately follows planning because your strategy is the foundation for the rest of your marketing activities. In the process of planning, you must develop your strategy: who you will target, how you will target them, and how will you keep them as a customer.

Marketing Concept # 4: Target Market

Target market is also another key concept for small business marketing. Defining exactly who you are targeting allows small business owners to focus on specific customers and reduce marketing waste. A well-defined target market will make every other marketing concept so much easier to implement successfully.

Marketing Concept # 5: Budget

Although it is listed at number 5, budgeting is important throughout the entire process. Creating a marketing budget is usually the hardest and most inaccurate part of small business marketing. Most small businesses owners lack a great deal of experience in marketing, so their budgets usually end up skewed. The most important part of this marketing concept is to actually establish a marketing budget. From there, you can worry about how to distribute your available funds.

Marketing Concept # 6: Marketing Mix

The marketing mix is usually defined as product, pricing, place, and promotion. As a small business owner, you must specifically decide on your products (or services), the appropriate pricing, where and how you will distribute your products, and how will you let everyone know about you and your products.

Marketing Concept # 7: Website

In today’s market, a business of any size must have a website. I hate when I see businesses that have a one page website with out-dated information. Customers, be it businesses or consumers, will search the web over 60% of the time before making any purchasing decisions. This marketing concept contains a slew of additional components, but you must at least develop a small web presence of some kind and keep it updated.

Marketing Concept # 8: Branding

Many small businesses owners also neglect this concept. Small business marketing must focus on this marketing concept just as much as large corporations do. Branding consists of the pictures, logo, design scheme, layout, make up, and image of your products and even your company. Branding is how your customers perceive (please place a lot of emphasis on that word!) your products and company. Make sure to pay special attention to what kind of brand you are building through each step of your planning and implementation.

Marketing Concept # 9: Promotion and Advertising

Promotion and advertising is a very complex marketing concept, but must be considered for any type of business and its products and services. Once you engage the previous 8 marketing concepts, you must finally let your target market know about you and your products. Proper promotion and advertising will result in effective brand recognition, and, ultimately, increased sales.

Marketing Concept # 10: Customer Relationship Management (CRM)

The concept of customer relationship management has become a huge industry in the marketing world. There are many types of software and services offered to help businesses of any size handle their customer relationship management. Since there is so much available, usually for a large sum of money, small business owners usually look at this concept as something they are not big enough for or have enough money to implement. Don’t be fooled by the massive industry that has evolved from this concept. Maintaining proper customer relationship management is essential to creating loyal and consistent customers.

This list of marketing concepts should be examined, researched, planned, and implemented, especially by small businesses, in order to be successful. Also, your marketing doesn’t stop here. Each business is unique and will have additional components that must be considered, but this list will jump-start any marketing plan.