Extrovert v Introvert: Which personality type makes the best fundraiser?
From recruiting volunteers and cold-calling donors to pitching businesses for corporate support and networking, fundraising is all about creating connections and building relationships. For some, it comes naturally. For others, it can be excruciating.
And it all comes down to whether you’re an introvert or extrovert.
The two terms were developed by Swiss psychiatrist Carl Jung in the 1920s and refer to the way in which a person focuses their energy. Put simply, Jung suggests that introverts draw energy from being alone, while extroverts are fulfilled by interaction with others.
Let’s break it down a little further.
Extroverts
People with high levels of extroversion tend to feel comfortable in social situations. They’re usually outgoing, talkative, and happy to be the centre of attention. They enjoy meeting new people and tend to have a wide social network.
Introverts
People with low levels of extroversion (introverts) tend to be quieter, more cerebral, and reflective than extroverts. They feel more comfortable socialising in small groups.
Instead of seeking stimulation by socialising, introverts receive it from within, and are content with their own company.
Note: This is a simplified version of the theory. You can read about the theory in detail here.
Introvert vs Extrovert: characteristics
The chart below by MindJournal outlines some of the common characteristics of introverts and extroverts. But bear in mind, it’s not as clear-cut as it looks. In reality, most of us exhibit qualities of both personality types and fall somewhere between the two.
Instead of thinking of introversion and extroversion as two separate extremes, think of them in terms of a range or spectrum.
Curious to know where you fall on the scale? This Myers Briggs test will provide you with some useful feedback.
Introvert v extrovert fundraisers
Now you have an idea of some of the differences between extroverts and introverts, let’s go back to the original question: which personality type makes a better fundraiser?
There’s a common assumption that fundraising is an extrovert’s game. After all, extroverts enjoy being sociable and find it easy to strike up conversations with people they don’t know.
That’s what fundraising is all about right?
Not quite. As you well know, there’s a lot more to fundraising than chatting up a storm. And there are some fundraising roles in which introverts have the edge over extroverts.
Here are just a few ways introverts and extroverts can thrive in a fundraising environment.
Extroverts
Extroverts are comfortable and confident in social situations. Happy to strike up conversations with anyone and everyone, put them on the front line of a fundraising event and they’ll be the life and soul of the party.
Need someone to cold call lapsed donors? Give the job to an extrovert. They thrive on verbal communication, enjoy chatting to new people, and their assertive and fearless nature means they won’t shy away from asking for what they want.
Extroverts are great at motivating and getting the best out of people - in terms of conversation, energy, and confidence. These traits make them ideal mentors - for junior fundraisers/members of your team. They can also excel at recruiting and managing volunteers.
Introverts
Introverts like to connect with people on a one-on-one basis. Sensitive and observant, they spend less time talking and more time listening. These tendencies are more aligned with building long-term relationships, making them excellent major donor or legacy fundraisers.
A 2018 study found that introverts tend to make more accurate observations about human behaviour than extroverts. In other words, they may be able to "read" people and understand them better. This is because they spend more time observing than interacting, which can make them very insightful.
If you’re planning a fundraising event, your introverted fundraisers may not want to be on the frontline, but they can be valuable assets behind the scenes, as they’re detail oriented. For this reason, they often excel at administrative tasks like database management.
Final Word
In answer to the original question, neither introverts nor extroverts make better fundraisers. Both personality types possess qualities that enable them to excel. The secret to success is knowing the strengths and weaknesses of your personality profile and how they affect your interactions with donors and colleagues.
The strongest fundraising teams comprise of introverts and extroverts. If you want some help building yours, give us a call on 0203 750 3111 or email info@bamboofundraising.co.uk