By Paul Esch
The St. Paul Chamber of Commerce recently offered a five month training program "TIPS for Networking and Lead Exchange." Deb Ragatz invited me to kick off the program with a session on how to read and approach people in networking. I introduced the topic to approximately sixty attendees by saying, "Networking works, but not that well! Networking is not going to work well without effective relationship strategies. Don't expect results without a lot of work. Don't be like Jack Lemmon’s character in the movie “Glengarry Glen Ross” complaining that he’s not getting the Glenngary leads.
To be effective at networking requires many skills, techniques and attitudes, not the least of which is the ability to read and approach people." At the program I identified four common behavioral styles by looking at the following elements:
- Active vs. easy going (observing)
- Formal (unemotional) vs. Informal (emotional)
Since only a small percent of the general population (maybe 20%) is purely one style, it is common for people to have a secondary style and even to adopt different styles depending on the role they are in. At the session we focused on the styles used on the job. Then we named and described the following four styles: Directors, Promoters, Thinkers and Relaters. Each of these styles tends to have key characteristics, including walking and talking patterns, decision making styles, other style preferences and responses to impressions and even dressing mannerisms.
People then put themselves at tables according to the four styles. In an attempt to understand the similarities and differences of each style, they discussed several aspects of the styles. Then members of each style, having grounded themselves in the style they most identified with and feeling the support of the group they were in, candidly gave each of the other styles advice on how to best approach them in networking.
Let’s look at how the four styles describe themselves and the insights they have for us:
1. Thinkers tend to be easy going (observing) and formal (unemotional). This group picked the following to represent their style: Dog: Border collie Bird: Owl Song: Classical or Jazz
What this group said you should know about approaching the Thinker style:
If you are a director…
- Be more relaxed, take the edge off the domination
- Approach issues with an open mind
- Don’t rush us to judgment
If you are promoter…
- Don’t be in our face
- Be more realistic…consider consequences
- Think things through PS.
- Clear your desk before coming to us
If you are a relater…
- Spend more time on business, not all touchy feeling stuff
- Keep the meeting short
- Don’t be quite so emotional
- Try to be more analytical
2. Directors tend to be active and formal (unemotional). This group picked the following to represent their style: Dog: Doberman Bird: Eagle, soaring Song: “Another One Bites the Dust” and “We are the Champions”
What this group said you should know about approaching the Director style:
Do what you say you are going to do, be honest and direct, to the point, tell it like it is. We are project, task, result and goal oriented. Don’t waste time. Follow up on action items with the next step.
If you are a thinker…
- Summarize
- Be clear and to the point
- Be decisive and don’t just bring problems, instead propose a solution
- Be more passionate
If you are promoter…
- Real issues, be straight forward, honest
- Less rapport – more direct
- We want thoughtful, accurate answers
If you are a relater…
- Be more assertive
- Be proactive
- Be more big picture
3. Relaters tend to be easy going (observing) and informal (emotional). This group picked the following to represent their style: Dog: Lab Bird: Chickadee/Cockatiel Song: “Don’t Worry, Be Happy”
What this group said you should know about approaching the Relater style:
If you are a director…
- Take it slow
- Don’t rush us
- Don’t push things on us
If you are promoter…
- You must establish a friendly environment first
- Build up rapport and a relationship
- Then give direction
If you are a thinker…
- Give us the big picture first (rather than pieces of it)
- Give clear expectations and directions
- And a little positive recognition goes a long way
4. Promoters tend to be active and informal (emotional). This group had lot to say: To establish rapport with us, we like the question “How’s it going?” and to find something in common to relate to. We are focused outside of ourselves. We like to get to know people. We go with the flow and wing it. We have a direction but no particular plan in place. Be friendly with us. That works! This group picked the following to represent their style: Dog: Golden Retriever, Mutt, Jack Russell, Labrador, Guard Dog? Bird: Blue Bird, Eagle, Parrot, Canary, Woodpecker Song: “That Thing You Do” and “We are the Champions” and “I Will Survive” and “Gonna Fly Now”
What this group said you should know about approaching the Promoter style:
If you are a director…
- Slow down a bit and talk to us for a moment
- Relax, enjoy us, be less serious
- Don’t be a control freak
- Listen, empathize
- Lighten up
- Be personable
If you are thinker…
- Get to the point
- Make a decision
- Bring information to table, think on your own time
- Take a chance
- Keep it simple (don’t give so much information)
If you are a relater…
- Take a stand/make a decision
- Have an agenda/channel yourself
- Stay focused
- Get an opinion
- Talk Business
- Break out
These guidelines can be tremendously helpful in networking and selling. If you want to improve your effectiveness in networking, learn how to recognize and approach people according to their styles, values and goals. When you do this, I promise you, you’ll have friends everywhere!
©2004 Paul Esch. All Rights Reserved. Paul Esch is President of Breakthrough Business Success, Inc. He works with business leaders to improve sales, marketing and management performance.
To learn more about Behavorial Styles, Profiles and Assessments, call Paul at 651-501-7979 or click here: http://www.breakthroughbusiness.net/products.php
