Presentation Skills: I-style

In the previous articles in this series we’ve covered the basics of audience analysis, a short introduction to the DISC-model and discussed in more detail the Dominant style of the model. In this article, the I-style of the model, which stands for Influence, will be looked at more closely. People who have a high I-style are characterised by their enthusiasm and persuasive nature. They are also very sociable as they are extraverted and people-oriented. This means that of the four styles in the DISC model, the people with high I-style are generally the best at connecting with other people within a group because they thrive on social interactions.

To adapt your message to people with a high I-style you must first and foremost focus on building a good relationship with them. This won’t be very hard as they are naturally skilled in connecting with you. However, it is important to note that this is something that starts way before the presentation starts. It starts at the moment when you first meet, so try to connect with them as fast as possible. When it comes to the presentation itself, make sure you start with a warm introduction and acknowledge the present individuals by name.

Next, try to appeal as much as possible to emotions instead of raw figures. Where the Dominant people want facts and figures, the Influence people want emotions and personal experiences, so try to evoke empathy, as well as inspiring action,  with your presentation and the things you are discussing.

Finally, try appeal to what is important for people with a high I-style: being in the centre of attention. This means that you must avoid at all cost a one-way monologue when you are presenting. Try to make it a collaboration and make sure you encourage participation from the audience. By doing this, the people with high I-style, which is the group you are focusing on at the moment, will feel much more involved in whatever you are presenting. When the engagement is established it is also crucial to recognize their contributions by, for example, publicly announcing their efforts and expressing gratitude. This will enhance their feeling of importance within the group. Linked with this is a final tip, which holds true for everyone but definitely for people with high I-style: the best way to convince people of an idea, is to make it seem like it is their idea.

Hopefully the information discussed above will give you more confidence in adapting a presentation for people with high I-style in the future. In the coming articles we will further discuss other styles within the DISC framework! If in the meantime you would like to learn more about us, don’t hesitate to take a look at our website and our offers, among which is a workshop about presentation skills and DISC styles!