The Socializer

These are fun-loving extroverts, social people who are full of life and always appear to be enjoying themselves, having fun. Their preference is party first, business second. The best way to get their attention and build rapport is to have fun with them before you get down to business. They are energetic, enthusiastic, talkative, and literally the life of any party. They are sharp dressers, very stylish, and sometimes outrageous. Socializers are not afraid of drawing attention to themselves; in fact, they prefer it. They love toys and often drive high-end sports cars: red Porsches, Lamborghinis, or Dodge Stealths. They also have all the accessories: jewelry, expensive watches, shoes, pens, etc. A $1,000 outfit with all the trimmings is not uncommon.

The downside about Socializers is that they are poor listeners and inattentive since they are usually focused on talking about themselves. It's sometimes tough to get a word in edgewise as they tell you their life stories and fondest dreams. Nevertheless, you must give them time to chat and party with you before asking business questions.

A word of caution: Socializers hate detail and boring, lengthy presentations. They can be very impatient.

Make it fun, colorful, exciting, and get to the bottom line quickly. Sell the sizzle more than the steak. The bottom line to a Socializer means, "How will this make me look good, and will it be fun?" Get the deal in writing. Socializers tend to forget quickly as they move on to the next event or party. The best vehicle to build trust and rapport is to put fun into the relationship. Energize your call with enthusiasm and excitement. After all, if you have fun socializing and pass the party test by listening to the jokes and stories, then it only stands to reason that you will be a trustworthy, enjoyable person to do business with. The big plus is that they will, and do, make quick decisions (direct) as you move through the steps of your Sequential Model. In summary: