By Gail Stolzenburg
A popular technique used during networking is mirroring and matching, copying the other person’s mannerisms or actions hoping they will feel a commonality. This has been found very effective but there may be a better or at least a more interesting way to connect called networking with profiles.
We have all been taught never to profile someone based on appearance but personality profiling is different especially when we’re networking. Personality profiling can help us to build much better relationships. And business and personal life are all about relationships, right?
Many of us are familiar with D.I.S.C – the four temperament model of human behavior where we categorize people as outgoing or reserved and task-oriented or people-oriented. Hippocrates, the father of modern medicine, named these types approximately 400 B. C. and tied them to blood types, a theory which is no longer in use. The initials are normally used to identify four different personality types: dominant, influencer, supporter, and cautious – thus the initials D.I.S.C.
- D personality types are those who are outgoing and task-oriented. They are executives, decision makers, and entrepreneurs. They are decisive, direct, determined, dominant, and like to make quick decisions.
- I personality types are outgoing and people-oriented. They make good salespersons or event planners. They are impressive inspiring, interesting, and like excitement and fun.
- S personality types are reserved, caring, and people-oriented. They make good nurses and school teachers. They are stable, steady, supportive, and are content with the status quo.
- C personality types are reserved and task oriented. They are engineers and or accountants. They are cautious, calculating, contemplative, careful, and like to take time in making decisions.
How does this apply to networking? Well, let’s say you are a “D” personality and you are talking with a “C” personality. Can you see the immediate difficulty? How do you handle it? Well, the first thing is to slow down. Your hyperactive and results-oriented conversation will drive them crazy. Talk in a slow, careful manner and discuss the details. What should your approach be? Instead of excitement it should reflect stability. You’ll need to discuss how everyone will benefit from your caring approach and share where you can provide the support needed.
Of course, most people have a secondary personality type. When a “D” personality selects another personality type, they most often choose an “I”. Most “I” personalities choose an “S”, most “S” personalities choose a “C”, and most “C” personalities choose a “D”. That is very interesting. Are you are able to determine your personality and how you might change your body posture, tonality, and words when you’re talking with another personality type? It may make all the difference in how quickly you can build rapport and relationships. Try it.
So, how do we discover what personality type the other person is? It’s simple – you ask questions. For example, you can ask them what they do for fun. If they talk about fame and fortune, they may be a “D”; if they talk about parties, they may be an “I”; if they help others with projects, they may be an “S”; and, if they read Consumer Reports, they may be a “C”. You could also find out by asking about their favorite magazine, automobile, song, or quote.
Can you see how this would also apply to your family life? You may need to approach your spouse or your children differently. If you are a “D” personality, your best mate may be an “S” personality so you can both complement each other. An “I” complements a “C”. Opposites really do attract.
Gail “The Connector” Stolzenburg’s new book, “CONNECTIONS: Contacts to Clients”, was just released. For more information, Gail can be contacted by phone at 281-493-1955, by email at [email protected], or visit his website at www.GailStolzenburg.com.
