Creating customer centered presentations that engage customers are essential. Previously I spoke about how to accomplish this. However, another key element to creating both customer centered presentations and digital content is knowledge of buyer learning styles. In other works, how do buyers learn best. There are three learning styles, Visual, Auditory & kinaesthetic. 65 percent of learners are Visual but this is not everyone. In the presentation below, I provide you with ideas and strategies to 1. Collect information on your buyers learning style 2.Create presentations and content that will engage buyers with content that is optimized to their learning style making it more engaging 3. Create differentiated presentations and content for all learners when buyer learning styles are unknown.

1. How to Customize Presentations &
Content to Buyer Learning Styles
By @DanGalante
Former NYC Outside Sales Rep &
Teacher

2. Learning Styles
• People learn differently and as result
Marketing Collateral needs to reflect this.
• The three major learning styles are
Kinesthetic, Auditory & Visual
• 65% of people are Visual Learners

3. Kinesthetic
• kinesthetic learner needs to be
actively doing something while
learning in order to truly "get"
the materials.
• Often, those with a kinesthetic
learning style are going to have a
hard time learning during
sedentary things like lectures or
traditional presentations because
the body does not make the
connection that they are doing
something when they're listening.
• Much of the time, they need to
get up and move to put
something into memory.
adulted.about.com
• Image via adulted.about.com

4. Strengths
• Here are just a few of those strengths.
• Great hand-eye coordination
• Quick reactions
• Excellent motor memory (can duplicate
something after doing it once)
• Excellent experimenters
• Good at sports
• Performs well in art and drama
• High levels of energy
adulted.about.com

5. Auditory
• An auditory learner will
typically remember what the
teacher says, and will be a
helpful participant most of the
time as long as the social
strengths of this type of
learner do not get in the way.
• People who tend to favor this
type of learning are often the
social butterflies of the
classroom, and can be easily
distracted by those around
them.
adulted.about.com
• Image via digitalchalk.com

6. Strengths of Auditory Learners
Auditory learners will be some of the most engaged and responsive members of any
type of classroom. Those with an auditory learning style like to speak and hear others
speak in order to learn best, but they may have trouble staying engaged in a
completely quiet room. Here are some strengths of this learning type followed by
ways to keep these types of students focused in class:
• Great at explaining ideas
• Understanding subtle changes in tone in a person's voice
• Writing responses to lectures
• Oral exams
• Story-telling
• Solving difficult problems
• Working in groups
• Participating in discussions
• Listening to directions
• adulted.about.com

7. Visual
• Basically, the visual learning style
means that people need to see
information to learn it, and this
"seeing" takes many forms from
spatial awareness, photographic
memory, color/tone,
brightness/contrast and other visual
information.
• Naturally, a classroom or lecture hall
is a very good place for a visual
learner to learn.
• Presenters use overheads, the
chalkboard, pictures, graphs, maps
and many other visual items to entice
a visual learner into knowledge.
adulted.about.com Image via trainingfolks.com

8. Strengths of Visual Learning
• Visual learners typically do really well in a modern classroom
setting. After all, there are just so many visuals in classrooms -
white boards, handouts, photos and more! These students have
many strengths that can boost their performances in school. Here
are just a few of the strengths of this learning type:
• Instinctively follows directions
• Easily visualizes objects
• Has a great sense of balance and alignment
• Is an excellent organizer
• Has a strong sense of color, and is very color-oriented
• Can see the passage from a page in a book in his or her mind
• Notices minute similarities and differences between objects and
people easily
• Can envision imagery easily

9. Visual Learning Strategies for
• Color code your notes, vocabulary words, textbook
• Be sure to read the diagrams, maps, and other visuals that go along
with text to help you remember it
• Make to-do lists in an agenda
• Study in solitude. You need to see things to remember them, and
often, noise will distract you.
• Take notes during lectures to capitalize on your learning style
• Sit near the front so you're better able to see everything
• Use outlines and concept maps to organize your notes
adulted.about.com

10. Determining How Buyers learn
• Create a short survey asking how they learn best.
• Ask them in person if possible How do you learn
best?
• EX When learning how to use a new product
would you rather read a manual, watch a video or
do you jump right in and start assembling the
parts with out reading the directions?
• When learning new skill, what do you prefer,
reading a book, listening to an audiobook,
watching a video or live lecture, experimenting
with a physical prototype?

11. Ways to differentiate a Presentation by
learning style.
• 65 percent of people are learning
which leaves 30 percent who are
auditory learning with 5 percent
Kinesthetic learners according to
University of Alabama’s School of
Medicine
• In a perfect world customer learning
style data would be readily available
but in many case you will not
• To be most effective it is best to
create presentations that are
differentiated for all three learning
styles.
• For Visual learners have text and
provide them with accompanying
handouts in the form of graphic
organizers.
• Make sure to have images videos and
not just text. Use different font sizes
and colors when appropriate.

12. Ways to differentiate a Presentation by
learning style.
• For Auditory learners, repeat key points for
emphasis, Include video and audio clips.
• Provide a video or audio summary of the
presentation when relevant.
• For Kinesthetic learners, make sure that the
presentation has exercises that require them to
engage with others
• Have them complete a physical task that allows
them to demonstrate what they have learned.

13. Creating Digital Content for the
Learning Styles
Visual Learners
• Create Blogs,
• Whitepapers,
• EBooks
• physical books
• Videos
Auditory learners
• Audiobooks
• Audio summary
• Videos

14. Creating Digital Content for the
Learning Styles
Kinestetic
• Have physical samples of
the product that they can
touch and play with

15. Creating Digital Content for all
Learning styles
Blogs
• Include visuals, videos and
audio recordings, podcasts,
newsletters
• Create physical content like
a magazine
Visual and Audio Content
• Include transcripts of the
content
• Create and Use
downloadable handouts for
viewers and listeners to
follow along

16. Creating Digital Content for all
Learning styles
Product Samples
• Have appropriate physical
and digital content to pair it
up with
Books
• Have a digital companion
for it such as a pdf version
and web content

17. Article & Image Sources
Article
• adulted.about.com
• University of Alabama School of Medicine
Images
adulted.about.com
University of Alabama School of Medicine
Trainingfolks.com
Digitalchalk.com

18. About Dan
Dan is passionate about using Marketing to help
businesses drive sales. Hubspot Certified in Inbound
Marketing, Dan has worked on various marketing
assignments including a Start Up, Political Campaign & a
Digital Marketing Conference.
Prior to serving as a Classroom Teacher, Dan served
customers as an Outside Sales & Marketing Rep in NYC.
In this role, he taught & trained Dentists on the
company's products & services using a consultative
selling approach combined with direct marketing. He
also supported the company's marketing efforts at
industry trade shows.
He writes & publishes a business blog on the topics of
Sales, Marketing & Social Media entitled Sales,
Marketing & Social Media Today; which has grown to
over 13,000 followers on LinkedIn & over 8,000 on
Wordpress.
Dan is seeking a full time marketing role in Direct,
Inbound, Digital, Content & Social Media Marketing. If
your company is hiring for roles in these areas, contact
him directly via a free LinkedIn Message or email him
at Dan@DanGalante.com to set up interviews.

19. Connect with me
• My Wordpress Blog
• Tumblr
• DanGalante.com
• Twitter @DanGalante
• LinkedIn
• LinkedInPulse
• SlideShare