Perfecting the Pitch Part Two: Extroverts Versus Introverts

Ah, the lovely personality. Extroverts pitching fellow extroverts are often on the same page but when it comes to pitching or reporting to an introvert, all bets are off. Same goes for the opposite scenario.

Therefore, we checked in with Karen Siff Exkorn, founder of and one of the nation’s top corporate trainers and keynote speakers for Fortune 500 companies, for the scoop. You may recall yesterday we featured her tips for body language when it comes to pitching and altering your own. Since the interview veered into pitching extroverts and introverts when you’re the opposite personality, we figured it deserves its very own blog post.

Okay, here goes: If you’re an extrovert and you talk loudly and quickly, it could be game over before it even began if you’re pitching to an introvert who is a soft and slow talker.

The solution? The author of Fifty Two Shades of Blue-ish suggests, “Start shifting your voice, tempo and volume to match theirs and slowly turn up the dial.”

Essentially the mind-set is to meet them where they are and slowly amp it up to your “level of energy and passion.”

In addition to knowing your audience, an extrovert should be cognizant of the time of day. For instance, if it’s an 8 a.m. meeting, try to dial down your high octane energy level for people who haven’t had their first cup of coffee yet.

As for an introvert pitching an extrovert, well for starters that may feel uncomfortable. As the expert points out, most sales people are extroverts. She advises, “If you are an introvert, act as if.” Actually play a role to be “bigger than you normally are.”

So, how can you do this if you’re normally shy? Focus on your passion.

For instance, when she coaches introverts to deliver show stopping keynote speeches, the expert asks them about what they’re passionate about and that gets them talking. “Harness that energy into the delivery.”