Four Types of People: Know Your Audience
If you know me, you know that I have a book buying addiction. The other day, I strolled in to Barnes and Noble and saw a career help section set up. I picked up a small book called The Job Survival Instruction Book, which is a book offering “400+ Tips, Tricks, and Techniques” on how to get, and stay, employed. I love the tip Karin Ireland gives to readers on page 113:
Here are four types of people, and how to win them over:
1. Directors like to be in charge. Give them facts quickly and clearly. Let them know what to expect.
2. Promoters like to gather information and pass it along. Help them find ways to solve problems and overcome challenges.
3. Analyzers like to question and analyze issues from all sides. Don’t ask them to be promoters.
4. Supporters like to support others. Let them know you appreciate their help.
Whether or not you agree with boiling down all people into these four types (or if these are even the ‘right’ types), you should certainly make it a common practice to analyze your audience – be it customers, peers, superiors, or your employees. To be successful, you need an understanding on how they approach issues and decision making. Knowing your audience, and tailoring the way you deliver information to help influence the outcome, is one of those ‘difficult to teach’ traits that isn’t on a resume or a job description, but it’s a rockstar trait that separates the great from the rest of the pack.
Think about it – are you assuming your customers want to see what YOU want to show them in your latest software demo? Do they make decisions the same way, and on the same information as you? Are you killing a superior with data and information that is impacting their ability to make a timely decision impacting your project?
Do you agree with these four types? Do you have any experience with seeing a lack of understanding of personality types impact your business? I would love to hear about it in the comments section!
Love the post, Jason. I think if you want to simplify it further, there are people who do and people who don’t.
Some people take action and make stuff happen. Others wait for direction and monumental forces to get their asses in gear.
To simplify it EVEN MORE: Leaders or followers.
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