Identify your Link Prospects Preferred Representational System

Following some feedback from my last post on NLP and link building, I’m going to follow up with some quick and easy ways that you can identify a link prospects preferred representational system to improve your chances of success with your outreach communications.

Every one of us has a mixture of all four representational but we have one that we prefer and operate in most of the time. When we take the time to learn to recognise other people’s preferred representational styles we can relate better to them by adapting our style to theirs. In other words, if you love facts and figures you need to realise that not everyone you have dealings with will appreciate your passion for in depth detail and therefore only want a “big picture” view.

The key influencers we want to target with our outreach efforts are likely to be keen social media users, bloggers or published authors. This makes it very easy for us to pick up on the words and language they use without having to meet them in real life and make these decisions on the spot.

We stalk can follow them on social media sites e.g. Pinterest, Twitter, Facebook, subscribe to their blog’s RSS Feed or you could use Google and a few advanced search operators to find any comments they may have left on blogs, forums or Q&A sites.

As someone who likes to visualise things I will add a person’s Twitter profile, Google+ or RSS feed into this free HTML5 Word Cloud or Tagxedo to see which words they are commonly using and then analyse them to gauge their preferences.

Visual Style

People with a visual preference are often direct, business and career focused, driven, leaders and action takers. They dislike small talk, too much detail and time wasters.

Phrases they are more likely to use:

  • I see what you mean
  • I can see the big picture
  • It appears to me
  • Picture this
  • Mental Picture
  • 30,000ft view

If you are following them on Twitter or Google+ they are more likely to be sharing articles and talking about business, productivity or boasting about their latest achievements.

Kinaesthetic Style

People with a kinaesthetic preferential system are laid back, casual and are very people focused. They are risk averse, avoid confrontation and really don’t appreciate being pushed in to make quick decisions. It’s quite common to find these people in roles that involve a lot of physical activity.

Key phrases that they use:

  • That feels right to me.
  • Come to grips with
  • Let’s touch base.
  • Let’s connect.
  • Take care.
  • Get a handle on it.
  • I feel strongly about this.
  • Let’s do this together.

Auditory Style

This group are very talkative, animated, day dreamers, like the big picture, prefer to deal with people and want to have fun. They are easily distracted and can get bored quickly.

Key words they use:

  • Hear
  • Ask
  • Talk
  • Tell
  • Fun
  • Sound

Auditory Digital

People with an auditory digital preference will often be in careers that involve data, analysis and considered planning. They love details, facts, order and being prepared, they therefore do not appreciate people who are late, don’t deliver on time or are unprepared.

Key words that they use:

  • Process
  • Think
  • Know
  • Details
  • Research

Below is a word cloud from some interviews people have conducted with Wil Reynolds over the past couple of years.

So, how would you approach creating an outreach campaign to persuade Wil to link to you?

 

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  • wilreynolds

    OOOOOOH This strategy is quite smart!  I think this is a great way to get a feel for what someone is all about without having to completely read EVERY single interview or blog post. Hmmmmmm, I like this idea, thanks! :)

    • chrisdyson

      @wilreynolds Thanks for dropping by Wil, glad it’s given you some food for thought.

  • TimothyAlcock

    Love this  series of posts really interesting and usable you must write more :) . I think with more and more people hitting mobile and twitter youtube etc quality copy that gives the user a feeling is going to become more and more important.
     
    I used to work with someone who was a bit of a word evanglist and had the uncanny knack of  changing an ad/email/website copy only slightly using power words and increasing conversion. I remember him adding “discover” to every listing (there were alot) on a client eBay account suggesting that Humans find it very difficult to read discover without finishing the line. Sales went up the company expanded into a new premises.
     
    The word because is also powerful marketing word http://marginalrevolution.com/marginalrevolution/2008/06/the-power-of-be.html
     
    He gave me these books and they have been on my desk and suggested to anyone in marketing ever since. They are basically thesaurus or power words.
     
    http://www.amazon.com/Words-That-Sell-Richard-Bayan/dp/0809247992
    http://www.amazon.co.uk/Phrases-That-Sell-Ultimate-Products/dp/0809229773

    • Chris Dyson

      Cheers Tim, you’re not the first person to recommend to me “words that sell”

      It’s going on the Xmas Amazon Wishlist