Animated, energetic, and friendly, influencers (also known as
extroverts
or
socializers
) are great talkers, but poor listeners. They are optimistic and trusting, and relationships are their top priority. Rejection is very difficult for them. They tend to live an undisciplined, fast-paced life. You’ll often find them in positions that require lots of contact with other people, like sales. They make up 28% of the population.
Initial Impression
- They tend to be outgoing and friendly.
Tendencies
- Will monopolize the conversation
- Tend to be disorganized and lose track of time
- Everybody is their friend
- Overly optimistic about everything
- Not concerned with the details
- People oriented
How To Communicate
- Ask lots of questions about them.
- Be friendly and try to build a personal relationship.
- Don’t be impersonal or task oriented.
- Take time for friendly chitchat.
- Tone of voice should be enthusiastic and animated.
How To Sell
- Talk about the recognition they will get.
- Mix business with social events (lunch, etc.).
- Use words like
exciting, fun, etc.
- Emphasize the good feelings they will have.
- Talk about their dreams and visions.
- They like showy, innovative products.
- The color red attracts their eye.
Self-Study Assignment:
Identify several Influencers in your customer/prospect database as well as several Influencers in your personal or business life. On a scale of 1-5 (best), how well do you get along with them? Make a list of the things you will do differently to relate to them more effectively.