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Read time: 2 mins
Some people light up the room the moment they arrive.
They’re enthusiastic, chatty, and love connecting with others.
You can spot them easily because they thrive on energy and people.
Now, imagine having them as your customers.
They’re fun to work with, loyal when they feel connected, and they’ll often tell others about you too.
But how do you win over people like this as customers?
It helps to adjust your approach.
This type of person is what we call the Influence style (“I” for short).
It comes from the DISC framework, which we sometimes use in coaching, because it helps you understand the different ways people prefer to communicate and make decisions.
When you know how to spot the style and adjust your approach, working with these types of customers becomes easier, more natural, and much more effective.
Here are 3 ways to win them over and build great, long-lasting relationships:
3 WAYS TO WIN OVER HIGH-ENERGY, PEOPLE-FOCUSED CUSTOMERS
1. Build rapport before talking business
“I” styles thrive on connection.
If you rush into the details, your interaction will feel cold.
So start by chatting. Ask about their weekend. Comment on something you have in common.
For them, this isn’t “wasting time.”
It’s the foundation of trust.
2. Share stories and examples of others’ success
“I” styles are typically influenced by what others are doing.
They love hearing other people's success stories, and use them as fuel to drive their own next steps.
So, think about what you can share that will inspire them - e.g.:
If you're a lawyer:
“I had another customer who was completely overwhelmed by a tricky agreement. After we stepped in, they felt clear, confident, and knew they were getting a fair deal. That’s what I'm here to help you with too."
Or if you're an engineer:
“One of our customers wasn’t even sure if their project could move forward. We conducted an assessment, helping them identify the next steps and avoid delays. Now the whole thing’s running a lot smoother.”
These kinds of stories help them picture their own success and get excited about working with you.
3. Paint the big picture, not the step-by-step details
They want to know the outcome, not every single step along the way.
For the lawyers reading:
Instead of:
“We’ll go through every clause in detail and hold three review meetings.”Try:
“In a week, you'll have an agreement that protects you, gives you peace of mind, and lets you move forward with confidence.”And for the engineers:
Instead of:
“We’ll run site surveys, prepare reports, and follow a staged review process.”Try something like:
“Picture six months from now, your project is moving ahead smoothly, approvals are in place, and you’re not stuck in costly delays.”Help them see the vision first.
Details can come later.
Bottom line
“I” style customers buy with their hearts first.
They’re drawn in by energy, connection, and vision.
They want to feel excited about what’s possible and reassured that others like them have already achieved great results.
If you take time to connect, share stories, and paint the bigger picture, you won’t just win them over in the moment, you’ll create loyal customers who stick around and tell others about you too.
And here's more good news:
This isn’t about being someone you’re not.
It’s about tuning in to the person in front of you and speaking their language.
When you do that, sales conversations feel more natural, relationships grow stronger, and customers feel understood.
And when customers feel understood, they choose you.
For help with any of this, let's chat:
Speak soon,
Lynne and Steve
TLDR:
“I” style = high-energy, social, vision-driven. To win over these types of people:
Take time to build rapport.
Share inspiring success stories.
Show the big picture before the details.
Do this well, and you’ll turn friendly chats into long-term, loyal customers.
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