Is Sales Follow-up a Stressor for Introvert Prospects?

In a recent blog post Direct Marketing: Differences between Extraverts and Introverts, the author Carina, made reference made to research of Hans Jürgen Eysenck in 1967. Being unable to comment there or contact the author, the differentiation between direct marketing and introverts is something, I beg to differ with.

    Here’s what Carina said, “Extraverts need more stimulation to get aroused and therefore seek more stimulation. Introverts are viewed to be more responsive and physiologically affected by arousing stimuli than extraverts and reach their peak of excitement earlier than extraverts. Once they reach this peak they tend to back out to prevent over excitement. Introverts do better in low stress situations, extraverts in high stress situations.

    In direct marketing and advertising a number between 6 and 13 contacts has been suggested to be able to generate new leads and to have a positive influence on buying decisions. Looking at the graph it becomes clear that there needs to be a differentiation between extravert and introvert customers.”

The fallacy for me is interpreting that follow-up is stressful. If anything as an introvert in sales, the follow-up is not stressful. Maybe it’s because of my view of it. For me, follow-up is relational. It’s moving the sale further along – assuming I have a qualified prospect in all regards. It’s causing me to use a few of my strengths – thinking and planning.

As a customer, and an introvert, I appreciate follow-up! It’s further building a relationship. If someone tried to “sell me” at the get-go, that would be higher stress. When someone continues to stay in touch with me, it begins to reduce the decision making-stress, it develops my trust in the salesperson, and I become more curious.

So for me, Hans Jürgen Eysenck work which inspired the graph, is only good news for the introvert customer, as well as the introvert in sales. And unless my interpretation of the graph is wrong, that’s my story – and I’m sticking with it.

NOTE: I tried on several browsers to comment on the author’s post with no luck. It had a word verification box that remained hidden and prevented me from posting a comment. And there was no way to email the author.

BACK TO YOU: What do you think? Are you an introvert or an extrovert? Knowing that “Introverts do better in low stress situations, extraverts in high stress situations,” is direct marketing with follow-up going to have a positive influence on a more introverted person or a more extroverted person? Is there really any difference at all?

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