Let’s use both Goldman’s “Big Five” trait theory description of introversion-extroversion (e.g., extroverts as assertive, talkative, bold, etc), and Jung’s “psychic energy” take on the same phenomena (e.g., extroverts feel an increased sense of perceived energy when interacting with a large group of people, while introverts feel an increase of energy when alone), to describe introversion and extroversion.

For me, the key to “communication effectiveness” for those on both ends of the introversion-extroversion scale is to first and foremost keep one’s authenticity (being consistent with one’s true self). Whatever you do, don’t lose that. Nothing kills communication like the perception that you are a phony.

That said, I feel that there are things that both introverts and extroverts can do to enhance their communication effectiveness. First, I would start by focusing on the receiver centered side of your communication. For example, I would try to find ways to forge a connection with the person you are communicating to. Doing so can be as simple as looking for similar interests (sports, schools, travel spots, etc.) and listening more actively. It is always helpful to make a concerted effort to focus more on the other person. Of course, introverts tend to do this quite well already, but extroverts not necessarily. Extroverts may thus want to focus more in this area. I see effectively listening as one of the most crucial skills in business communication. Unfortunately, people often spend so much time thinking about what they will say, that they lose valuable clues about what may motivate the person they are talking to.

This is certainly not to say that you should stay quiet (especially for introverts), but I see listening as an incredibly valuable skill. While my Dad may not know it, listening was one of the most important skills that he ever taught me.

Now, for introverts, there are different solutions that come to mind in terms of forging relationships, connecting with others, and ultimately communicating more effectively. The first, which is right out of the persuasion literature, is to find ways to fulfill others needs. I personally feel that networks are earned, and not built. There are a multitude of opportunities for introverts (and extroverts) to go the extra mile and “earn” these networks. For example, you might provide extra assistance, provide people avenues for recognition or visibility, or even help others with learnings that someone else desires. I remember one of my former students who went out of his way to offer golf instruction to his superiors on his internship, and this ultimately paid him huge dividends.

Still, for introverts, perhaps the most important piece of the puzzle in effective communicate is to simply to get yourself out there “in the mix,” even if it may be uncomfortable to do so. For me (speaking as a proud introvert who worked in extrovert heavy media communication and relationship marketing), I remember many a conference or dinner where I naturally gravitated toward a corner, to my friends, or even out the door in record time. Interacting with strangers seemed so exhausting to me. But over the years I have learned to push myself into situations that may at first be uncomfortable. While I still need to do this more, I am almost always glad when I do.

Introverts may too want to prepare a variety of situational elevator pitches, and practice things like targeted storytelling.

Bob