EP041: Appealing to Behavioral Styles in Your RFP Response – with Lisa Rehurek
What resonates with one evaluator may not appeal to another. Some are skimmers, while others read every word. Some make decisions based on emotion, while others leverage logic. Some are engaged by story, while others are more interested in data. So, how in the world do you write an RFP response that caters to all four behavioral styles? How do you engage ALL the evaluators and win more business?
Today on the podcast, I’m sharing the four behavioral styles and discussing how to garner the attention of each in an RFP response. I share the characteristics of the Social Butterfly and the Slow and Steady types, explaining how both make decisions based on emotion but differ in terms of patience, focus, and willingness to change.
I also address what differentiates the Straight Shooter and Statistical Personality, exploring how the former is accomplishment-driven and focused on efficiency, while the latter makes decisions using data and analysis. Listen in for insight around capturing the attention of a diverse group of evaluators and learn to tier your answers to appeal to all four behavioral styles in an RFP response!
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The 4 different types of behavioral styles
1. Social Butterfly
2. Slow and Steady
3. Straight Shooter
The characteristics of a Social Butterfly
Love people and make decisions with emotion
Skimmers (keep focus with graphics, bullet points)
The characteristics of a Slow and Steady
Process-oriented and like comfort zone
Patient, dedicated to evaluation criteria
The characteristics of a Straight Shooter
Accomplishment-driven, need proof for claims
Don’t like to waste time and prefer efficiency
The characteristics of a Statistical Personality
Data-driven and analytical
Averse to too much fluff
How to tier your answers to appeal to diverse behavioral styles