Knowing How to Market to Your Prospects Based on Their Personality

If you’ve ever been on a sales call where you found yourself talking to someone completely different from you, you probably realized that it didn’t go well.

The reason behind this is simple: while we all have a core personality type, we also possess many different facets of our personality.

We are complex beings who cannot be easily categorized into just one box.

However, when you have a clear understanding of your prospect’s personality traits, you can effectively tailor your marketing strategies to resonate with them.

In this article, we will walk you through each major personality trait, helping you determine the type of person your prospect is.

Furthermore, we will explain how these traits can enhance your understanding of your prospects, enabling you to reach out more effectively and generate more sales leads.

Identifying Your Prospect’s Personality Type

Understanding your prospect’s personality type is of utmost importance.

There are four main types to consider:


People who fall into the self-monitoring category are highly conscious of how they are perceived by others and how they present themselves.

When targeting prospects in this category, it is crucial to maintain a professional marketing approach.

Focus on providing information that is informative, credible, and trustworthy.

Socially skilled:

If you are selling a product or service that relies on social interaction, such as an eCommerce site, it is best to avoid mass emails or cold calls.

Instead, consider utilizing social media platforms like Facebook and Twitter for your outreach efforts.

Prospects who possess social skills appreciate the personal touch of engaging through these platforms.

This approach fosters a sense of connection and increases the likelihood of them responding positively to your marketing messages.

Emotionally stable (calm):

Research shows that emotionally stable individuals are less likely to make impulsive decisions and are more adept at managing anxiety disorders such as depression or bipolar disorder.

To avoid triggering any negative reactions to your marketing efforts, it is important to keep your messaging lighthearted whenever possible.

Focus on creating a positive and relaxed atmosphere, while still providing the necessary information to help them make informed decisions.


Agreeable individuals are known for their hospitable, compassionate, and helpful nature.

They excel at building friendships and are skilled listeners.

Moreover, they tend to be better at understanding and empathizing with other people’s emotions compared to less agreeable individuals.

However, it is important to note that constantly compromising their own needs or desires for the sake of others may not always be the best approach.

Finding a balance between assertiveness and accommodating their needs is key.

Understanding Self-Monitoring Individuals

Self-monitoring individuals are keenly aware of their actions and how they are perceived by others.

They prefer to exert control over their environment without being domineering. Typically, self-monitors are introverted and conscientious individuals.

They are more likely to think before they speak or act, which can result in thoughtful decision-making processes.

In their free time, you are likely to find them engaged in solitary activities such as reading a book rather than attending social gatherings.

Understanding Socially Skilled Individuals

Socially skilled individuals possess a unique ability to read people and interpret non-verbal cues, such as body language and facial expressions.

Although they may prefer solitude, they have honed their skills in understanding how others think and feel.

This heightened level of communication allows them to effectively resolve conflicts and negotiate with others.

Additionally, socially skilled individuals excel at gauging people’s emotions, enabling them to assess whether their friends are happy and healthy.

However, it is important to acknowledge that social skills can be used as a form of manipulation in the wrong hands.

While these skills can be advantageous in certain situations, they may not always work for everyone.

Understanding Emotional Stability

Emotionally stable individuals possess the ability to handle stress well and adapt easily to change.

They tend to remain calm and composed even in challenging or high-pressure situations.

Criticism or conflict typically does not have a significant impact on them, and they are more likely to accept your products or services without getting easily swayed by negative feedback.

In marketing to emotionally stable individuals, it is crucial to emphasize the stability and reliability of your offerings.

Showcase how your product or service can bring peace of mind and alleviate any concerns they may have.

Understanding Agreeableness

Agreeable individuals are characterized by their compassion, friendliness, and cooperative nature.

They thrive in building and maintaining relationships, and they excel at being good listeners.

Furthermore, their heightened sensitivity to others’ emotions allows them to better understand and empathize with different perspectives.

However, it is important to note that being overly agreeable can sometimes lead to compromising their own needs and desires for the sake of others.

As marketers, it is essential to strike a balance between addressing their concerns and fulfilling their needs while also highlighting the unique value and benefits your offerings provide.

Using Personality Types for Marketing

Understanding your prospect’s personality type allows you to tailor your marketing efforts, sales pitch, and product or service offerings to resonate with them more effectively.

By aligning your approach with their preferences, you can capture their attention and stand out in the overwhelming sea of online and offline marketing noise.

The DISC Model

The DISC model is a popular personality test that categorizes individuals into four types: Dominance, Influence, Steadiness, and Conscientiousness.

Each person possesses a unique combination of these characteristics, which greatly influences their behavior and interactions with others.

The DISC model can be a valuable tool to gain deeper insights into your prospects’ personality traits and tailor your marketing strategies accordingly.


Understanding and marketing to your prospects based on their personality traits is an effective way to engage with them.

By tailoring your approach to their preferences, you can capture their attention and stand out from the overwhelming online and offline noise.

Remember that individuals are multifaceted, and no one can be perfectly categorized into a single personality type.

However, by considering the major personality traits discussed in this post, you can gain valuable insights into your prospects and create targeted marketing strategies that resonate with them on a deeper level.