In this column, we’re going to look at how your prospective business clients approach their external world. The bottom line for this attitude is: when it’s time to recharge their batteries, does a person prefer to be alone or with people?

How about you? What’s your attitude?

If you said, “alone,” then you could be an Introvert. If you said, “with people,” then it’s possible you are an Extrovert.

Extroverts, who make up 75% of the population, will be more interested in the outer world of actions, objects and persons than the inner world of concepts and ideas. They will be more interested in how what you’re proposing effects others. They will be more concerned with a wider range of interests. Extroverts tend to look to the environment for causes, be stable, be happy-go-lucky, be venturesome, like action, be talkative, get involved in new situations, be gregarious, be impulsive, be outgoing, show social adjustment, and have ego strength. You will find Extroverts in jobs like: salesperson, personnel director; social worker, public administrator, athletic director.

Introverts, on the other hand, make up 25% of the population and will be more interested in the inner world of concepts and ideas than in the outer world of actions, objects and persons. They will be more interested in how what you’re proposing effects their beliefs. They will have a greater depth of concentration (as opposed to breadth of interest). Introverts tend to look to self for causes, reflect before acting, enjoy working alone, be self sufficient, be more solitary, be less carefree, score highly on aptitude tests, value aesthetics. Introverts tend to prefer jobs like: mathematician, engineer, dentist, artist, writer, printer, farmer, carpenter, technical jobs, creative architect, scientific jobs, creative research, scientist.

When you approach an Extrovert, you’ll want to match their outward enthusiasm and exuberance. If you’re too laid back, an Extrovert may mistake that for a lack of self-confidence, so if you’re even mildly Introverted, get out your Extroverted self. Extroverts will be interested about all the other people who have done or used your program. If you’re an Extrovert, the Introvert may be put off by your speed and your outward show of excitement. Take a deep breath and relax. Slow down and match their speed and give them enough time to be inside and think. Attach your program to their beliefs.