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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.
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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
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Susan Cain – TED Talk
“Be Me” Space
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It’s Not About . . .
q Value judgments
q Right and wrong
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It Is About . . .
q How you are hard-wired
q How you play to your strengths
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True/False?
q Introverts don’t like people
q Introverts can’t build business
q Introverts are shy
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True/False?
q Extraverts are great business builders
q Extraverts leave people wanting more
q Extraverts build rapport better
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Exercise
q Using the cards at your table, sort the attributes of Introverts and Extraverts
q You have three minutes!
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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
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Introverts in an Extraverts’ World
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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
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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
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Holding Meetings with an Introvert
q Considerations:q Advance workq Keep it smallq Keep it linearq Create contextq Quiet decision-making
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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
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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
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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
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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
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Body language is language, too
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What is he saying?
What is she saying?
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What are they saying?
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What are they saying?25
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Amy Cuddy
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Amy Cuddy
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THANK YOU!
Barbara S. Kaplan | BSK Strategies | December 12, 2017©BSK Strategies, 2017