How behavioural styles affect business

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It is always common that every individual around us have different attitudes and ways of doing things. Their way of thinking, networking and interacting with people might change. During a networking session, meeting or a gathering, it is important for the Marketers to understand different behavioural styles of people in order to effectively network.

Philosophers invented a model called DiSC in order to develop better understanding of behaviours. In fact, now DiSC is a universal language that has been documented and validated in over 25 countries around the world.

When I was in USA for the BNI Conference, Dawn Lyons conducted a very interactive session regarding this with various group activities.  I found it very useful and thought of sharing it with my readers.

10734186_10154805451010497_1315823072294186447_n“Room Full of Referrals” Trainig by US Referral Marketing Expert Dawn Lyons

Generally, in any networking room, you will get four types of people: Go-getters, Promoters, Nurturers and Examiners. Understanding the behaviour of these four types of behavioural patterns is vital for marketers to network and understand anyone in the room for better communication with adaptive style.

So, who is a Go-getter?

A go-getter is a busy and innovative individual who would be equivalent to the “D” in DiSC. These individuals are generally very driven, result-focused, quick paced and even often impatient. Simply put, these are people who have a “get it done right now!” attitude. They are strong believers in pragmatism and are never hesitant to bend a few rules. They are the type of people who understand that it is a lot easier to ask for forgiveness rather than having to beg for permission. They are also so incredibly focused that people may take them to appear detached. They are so ambitious about their ideas and goals that they forget to take the time to enjoy other things.

Go-getters attend networking events in order to gain new business prospects and rub shoulder with the successful people in the event.

Who is a Promoter?

Promoters are people who are energetic supporters. They urge and use persuasive means to popularize or sell something. Promoters are comparable to the “i” in DiSC. They are very friendly and positive people who have the happy-go-lucky attitude. Known to be fun lovers, promoters love to be on the go and always look for enjoyable ways of doing things. At the same time, they are the type of people who tend to avoid confrontations and would prefer to casually mingle with clients over a meal rather than working on a serious proposal in the office quarters.

Promoters are also often dreamy individuals who have a plethora of ideas in their head and always manage to get others excited about their ideas. They would even be bold enough to take risks and generally stay away from researching information or doing their homework before making decisions. Instead, they rely solely on their instincts.

Promoters attend networking functions to meet new people, have a great chat with friends and make sure that they are noticed in the event. In short, they love to hang out.

Who are Nurturers?

Nurturers are the kind, helpful, caring and incredibly patient people who graciously gives gentle care to a person in order to assist in their growth or development. They are equivalent to the “S” in DiSC. Nurturers are wonderful listeners who like things to be slower paced than go-getters and promoters. They like dealing with things in their own way and in their own time and do not like being rushed or pushed into anything. Rather, they are grateful for quality time with people and their comfortable temperament makes it easier for others to approach them. Due to their relaxed nature, they have the gift of developing strong networks with others. As dependable and supportive individuals, nurturers are amazing team players. They tend to stay away from risks and would rather tolerate a difficult environment than having to put themselves through a change.

Nurturers attend networking events to connect with others they are already acquainted with and also meet down-to-earth people. Their focus in attending these events is to strengthen and deepen their interactions and relationships.

Who are Examiners?

Equivalent to the “C” in DiSC, examiners are people who carefully analyze and inspect other people in detail and further test their skills and aptitude by asking questions. Examiners are highly efficient and methodical individuals who are driven by their tasks. They are very focused on finding information and acquiring knowledge and they love to check off things in their extensive “to do” list. Due to the fact that examiners love information, they take a lot of consideration and time ahead of making any decision. You could call them perfectionists.

Examiners are very good communicators due to their extensive knowledge on a variety of topics. They are careful about expressing their emotions and are rather guarded people who can sometimes be rather uncomfortable around individuals who are lively and expressive, such as promoters. Examiners will always see the complex side of things and their natural intelligence and cleverness gives them their own unique style of wacky humor.

Examiners attend networking events solely to promote and market their business and as soon as they achieve their goal, they will leave the events as promptly as they can.

In conclusion, once you start to have a clearer understanding of these four behavioral patterns, it will naturally become far easier for you to identity what category any individual falls under, thereby allowing you to adapt to their style and making them feel good and comfortable.

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5 tips to make you a better networker

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Some people (we all know at least one) seem to have miraculous skills at networking. No matter what they need done, there’s always someone they can contact to help them out. They have so many links to people in various different fields that you might wonder ‘How on earth do they get to know all these contacts?’ For some of us, networking isn’t a skill that comes naturally. Especially for people who are shy or introverted, networking can seem like a stressful activity that requires too much effort. However, there are a few simple things you can keep in mind and apply to become a better networker, even if you don’t feel you have the natural talent for it.

  • Be sincere.

To be a successful networker, you need to show a sincere interest in the people you meet. Job titles, business opportunities and other benefits should not be your primary reason for getting to know them. For a business professional, this may seem like a waste of time, but it is important to remember that you need to establish a healthy relationship in order to see any benefits in return. By being genuine and trustworthy, you set the foundation for a healthy relationship.  

  • Listen first, talk later.

This is where introverts can actually be better networkers than extroverts. To establish a good relationship, you need to listen to what the other party is saying and understand their point of view. Instead of opening the conversation with a lecture about yourself, give the other person a chance to voice their opinion. They’ll appreciate you much more for it.

  • A good relationship is worth more than the transactions you gain from it.

Measuring the relationships you make by the amount of business and profits they bring you is the wrong way to go about networking. Sometimes, the contacts you judge to be of least value in this way can turn out to be very useful. For instance, you may still be in contact with a client from your early years who has not been giving you much business lately. However, the strong relationship you have built with this person means that they would passionately recommend you to anyone who is interested, or they may be able to help you find a supplier or distributor at some point when you need it.

  • There is no fixed time and place to make new contacts

Networking effects and conferences aren’t the only places where you can meet new contact to add to your network. This may sound odd, but you can meet useful people even at the grocery store, or the dentist. To make an impact on the people you meet in such a setting however, will require you to show some authenticity in your approach.

  • Be the type of person you would want to meet.

This sums up many of the tips towards becoming a better networker. Would you respond positively to someone who came up to you and just started making a business proposal? Or would the relationship be better if the person got to know you and offered you some value? Conduct your networking in the same way you would like to be approached, and you should do fine.