In her best-selling book “Quiet: The Power of Introverts in a World That Can’t Stop Talking” Susan Cain explained why our nation became such a big fan of extroverts.
It started when we shifted from what historians described as a Culture of Character to a Culture of Personality. As businesses became more customer-oriented and urbanization grew, the attributes that were once cherished in a Culture of Character – duty, honor, morals – were replaced by qualities like sociability, friendliness, and enthusiasm – mainstays of the Extrovert Ideal.
For more than 100 years Americans have come to believe that in order to succeed in business – or really, any aspect of life – we need to lean into our extroversion.
The well-kept secret, though, is that many of us are not extroverts. In fact, one-third to roughly one-half of Americans are introverts. Quite possibly the silent majority.
This means, then, that our nation is running on more than just the exuberance of extroverts. Both personalities are needed for us to function well as a whole, and one type is not necessarily smarter, more ambitious, or more likable than the other. Both introverts and extroverts have their unique strengths.
Cain points to general intelligence as a good example of this. While introverts may be characterized as more bookish than extroverts, this doesn’t mean they are necessarily smarter. IQ scores reveal that the two types are equally intelligent. Introverts outperform extroverts on SAT tests, receive more graduate degrees and hold more Phi Beta Kappa keys. They also excel at “insightful problem-solving” where an issue requires their focused attention. However, extroverts outperform introverts if they are under time or social pressure, or if it involves multitasking. Extroverts are simply better at handling information overload.
So, who makes the better fundraiser? Intuitively, you might think extroverts because they are high-energy, connect well with people and are goal-oriented. But Cain cites a study, conducted by psychologist Adam Grant, that may prove otherwise. Grant compared the performance of introverts and extroverts at a call center and found that extroverts started out strong, but tended to get easily distracted. Introverts, on the other hand, were less gregarious but more focused and persistent, leading to better results.
Advancement Resources, a leading consulting firm that trains fundraisers, lists the pros and cons of each personality dimension. Extroverts are personable, have a positive attitude, and work well in teams. But they may not be the best listeners, hijacking conversations back to their own interests.
Introverts are great at making space for others’ ideas to flourish. They have the ability to forge close, intimate relationships. However, they may find it difficult to reach out to schedule calls and conduct meetings.
What this means for fundraisers may be obvious: there’s room for all of us. Yes, many of us are outspoken, gregarious folks and donors may appreciate this enthusiasm – or they may prefer to meet with someone with a calmer demeanor. We could better serve our volunteers and donors by recognizing and appreciating these differences.
Remember, too, that this is not a dichotomous choice. We all fall somewhere on the introvert/extrovert spectrum. Also, I’ve noticed that as time passes my Myers-Briggs extroversion score has dropped. As a young adult, I thrived on the energy of other people and was involved in so many activities I didn’t have time to think.
But I’ve changed. I still feel that buzz after attending parties, but the big difference is that I need alone-time before the party starts. I take pleasure in solitary activities: reading, walking – even going to the movies alone. Clearly, I’ve slid down a few notches from being strongly extroverted to slightly north of the introvert border.
And because of that, I’m a better fundraiser. I listen more. I take my time, especially when I’m relating to an older individual. I’m certainly more empathetic than I was at 30. Life, and all its experiences, will do that to you. While I’m not drawn to the spotlight like I once was, I can still cope – albeit reluctantly – with its glaring light.
The point – there is no right or wrong personality type for fundraising. In a field perceived to be extravert dominant, introverts are a welcome addition. Mahatma Gandhi once said, “In a gentle way, you can shake the world.” It’s good advice for introverts – and extroverts – to remember.