Introvert Ambivert Extrovert › files › are-your-lawyers-introverts... · 2018-01-04 · ©BSK...

Introvert Ambivert Extrovert

Are Your LawyersIntroverts or Extraverts?

Marketing Successwith Both Types

Barbara S. Kaplan Jason P. Lisi

Delaware Valley Law Firm Marketing Group

Barbara S. Kaplan | BSK Strategies | December 12, 2017©BSK Strategies, 2017

©BSK Strategies, 2017

Goals for Today

q Give you actionable insights into recognizing and dealing with different personality types

q Give you strategies and tools to work effectively with lawyers who are introverts and extraverts

q Give you strategies and tools to help your lawyers recognize these traits in their clients to have more successful and productive relationships.


Susan Cain

q Recognized authority on introversionq Harvard-trained lawyerq Former associate at Cleary Gottliebq Author of NYT bestseller – “Quiet: The Power of

Introverts in A World That Can’t Stop Talking”q TED Talker - 18,000,000+ viewsq Creator of Steelcase Quiet Spaces


Susan Cain – TED Talk

“Be Me” Space



It’s Not About . . .

q Value judgments

q Right and wrong


It Is About . . .

q How you are hard-wired

q How you play to your strengths


True/False?

q Introverts don’t like people

q Introverts can’t build business

q Introverts are shy


True/False?

q Extraverts are great business builders

q Extraverts leave people wanting more

q Extraverts build rapport better


Exercise

q Using the cards at your table, sort the attributes of Introverts and Extraverts

q You have three minutes!


Types and Attributes

Introverts¤ Inner directed¤ Think to talk¤ Energize alone¤ Enjoy few stimuli¤ Need concentration¤ Focus on thoughts & ideas¤ Prefer 1-on-1 discussion¤ Value privacy

Extraverts¤ Outer directed¤ Talk to think¤ Energize with others¤ Enjoy simultaneous stimuli¤ Need diversions¤ Focus on people and events¤ Prefer group discussion¤ Value public sharing


Introverts in an Extraverts’ World


Did you know?

q 60% of lawyers are Introverts – they value:q Having their own officeq Shutting the door anytime they wantq Having stabilityq Doing research/writing/problem-solvingq Avoiding a lot of interaction


Did you know?

q 40% of lawyers are Extraverts – their attributes:q Go-gettersq Think on their feetq Comfortable with conflictq Love hallway conversationsq Work with doors openq Enjoy relating to others


Holding Meetings with an Introvert

q Considerations:q Advance workq Keep it smallq Keep it linearq Create contextq Quiet decision-making


Holding Meetings with an Extravert

q Considerations:q Unannounced is OKq Little advance work necessaryq Distractions and interruptions are OKq Larger settings work wellq On-the-spot decision making


Yes, Introverts Can Be Great Networkers!

q Strategies for success:q Alone timeq Do your homeworkq Open-ended questionsq Arrive earlyq Small groupsq Engage with two peopleq Reward yourself. Go home.

q Consistent follow up


Extraverts and Networking

q They:q Jump right inq Draw energy from more and more peopleq Collect business cardsq Stay late (typically)q Enjoy large groupsq Engage with many

q Inconsistent follow up


Mannerisms Matter

q Principles:q Eye contact shows confidenceq Good posture shows you’re openq Folding your arms makes you unapproachableq Glancing upwards looks untrustworthyq Leaning forward shows you’re listeningq Matching and mirroring flatters

21


Body language is language, too


What is he saying?

What is she saying?


24

What are they saying?


What are they saying?25



Amy Cuddy

Introvert Ambivert Extrovert › files › are-your-lawyers-introverts... · 2018-01-04 · ©BSK...

Documents

Transcript of Introvert Ambivert Extrovert › files › are-your-lawyers-introverts... · 2018-01-04 · ©BSK...