Applying Personality Science to Create Impactful Emails with William Ballance

Live Better. Sell Better.

This episode of the Live Better Seller Better Podcast features William Ballance, CEO of Lavender. How do you get personality science into the framework of decision-making to convert more sales? William shares the ins and outs of predicting personality using online data to help write more effective emails.

William explains the Hermann Brain Dominance Instrument (HBDI) and how people think through decisions based on action, vision, people, and data. William walks through each of these and how they are identified. He then discusses how you can approach each dominant personality to create more personalized emails and increase response rate and overall conversion.

HIGHLIGHTS

• The quadrants of HBDI explained and how they affect decision-making
• Identifying each personality type and applying it in the sales process
• Additional resources for communication psychology in marketing

QUOTES

William: "It's important that you have someone in your team that's going to be that vision-focused person, that action-oriented driver, some that think about the people involved, and some to research the data. It's normally used to structure leadership teams but we started applying that same framework on how people make their buying decisions both in marketing and sales."

William: "So part of your messaging would target the action involved or the vision, the big picture or the aspirational side of the sale, the people that it's going to impact, and the data behind it. And that can all be in one pitch or it could be in different steps."

William: "It's always interesting in demos. Sometimes I'll do the analytics and coaching dashboard last. And every now and then someone's like 'Man, I wish we could've started with that' and I never hear that. But every now and then, you get someone who just wants to dive really deep into the analytics."

You can find out more about William in the links below:

• LinkedIn: https://www.linkedin.com/in/wmb1/
• Website: https://www.lavender.ai/

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