Most business owners know that people do business with those they know, like, and trust—but very few think intentionally about how they create that trust in the first few minutes of a conversation. Two weeks ago I shared a short “Connecting With Confidence” session with a room of 60+ local professionals, and we explored a simple framework that can transform your networking results in just a few conversations.
Why some conversations feel easy
Think about the last time you stepped into an elevator.
If you silently hoped no one else would be there so you could ride in peace, you probably lean more reserved. If you were excited to see who was inside and opened with a big “hello,” you likely land on the outgoing side.
Now picture planning a vacation.
Are you obsessing over the checklist—every item packed, dog to the kennel, car in for service, work delegated—before you can relax? Or are you mostly thinking about who will be there and the memories you will make together? Those two questions reveal whether you skew more task‑focused or people‑focused.
When you put those two dimensions together—outgoing vs. reserved, task vs. people—you get four primary patterns of behavior that DISC describes as Dominant, Influencing, Steady, and Compliant.
A quick tour of the four DISC styles
Here is a brief, practical way to think about each style.
- Dominant (D)
Dominant people are driven by results and like to move fast. They often speak quickly, take charge of discussions, and focus on goals more than details. The best way to connect with a D is to be brief, direct, and focused on outcomes instead of small talk. - Influencing (I)
Influencing personalities thrive in friendly, energetic environments and love to talk things out. You will see animated expressions, stories, and a desire for agreement rather than conflict or details. To connect with an I, keep the conversation upbeat, allow time for socializing, and make sure you listen instead of doing all the talking. - Steady (S)
Steady types value stability, teamwork, and harmony. They are usually easygoing, speak in a calm tone, and prefer one‑on‑one conversations over big groups. You connect best with an S when you are friendly, patient, non‑aggressive, and clear about expectations while giving them time to process change - Compliant (C)
Compliant people care deeply about quality, accuracy, and logic. They tend to ask detailed questions, maintain a neutral tone, and often prefer written communication. To build rapport with a C, come prepared with details and validated facts, be precise in your language, and give them time to think and ask follow‑up questions.
Most of us are a blend of these styles, but one or two usually show up most clearly when we are under pressure or meeting someone new.
Turning DISC into a networking superpower
Knowing your own style is helpful, but the real power comes when you can quickly read others and flex your approach. When you adjust how you open conversations, ask questions, and share your message so it matches the other person’s style, they feel seen and understood much faster.
For example:
- With a D, lead with the result of working together and keep the introduction tight.
- With an I, start with something positive and give space for stories and enthusiasm.
- With an S, slow your pace, ask about them, and emphasize how you support and collaborate.
- With a C, be specific about what you do, how it works, and the data or process behind it.
The more you practice this, the more you will notice a few things happening: people open up faster, conversations feel less awkward, and follow‑up meetings become easier to schedule. Over time, that translates into stronger relationships—and ultimately, better business.Connecting-with-Confidence.pptx
Bringing “Connecting With Confidence” to your group
In just ten minutes, the chamber group was able to identify their primary styles and walk away with simple scripts for connecting better with almost anyone in the room. If your team, mastermind, or networking organization could benefit from a fast‑paced, highly practical DISC session, “Connecting With Confidence” can be customized for your next event or meeting.