11
Engage the Expressive Style

With a deep desire to engage others, build alliances, and create excitement, goal-oriented individuals persuade others with their passion. Their e-mail style can best be described as Expressive. They take an enthusiastic approach to their e-mail messages by:

• Expressing their opinions strongly.

• Using motivational language.

• Projecting an enthusiastic tone.

• Focusing on the up side.

• Painting a broad picture.

Consider this typical Expressive-style e-mail.

Subject: Holiday Client Gifts
From: Julie Gotaloveit
Date: November 20
To: Sales Team

Hi gang!

The holidays are almost here, and many of you have talked to me about how excited you are to give your best clients gifts this year.

I share your enthusiasm for both our clients and gift-giving. However, we need to put our heads together, brainstorm, and figure out how to overcome the obstacle of this year’s budget cuts.

I have no doubt that, working together, we will come up with a solution to this problem, so that our much-deserving clients can get a holiday gift this year.

The best way to respond to this style is with:

• Energy and enthusiasm.

• Excitement about the ideas.

• A focus on the big picture.

• Support from people the writer respects.

Consider this response to an Expressive e-mail style.

From: Tina Tiny
Subject: Holiday Client Gifts
Date: November 21
To: Julie Gotaloveit

Dear Julie:

You bet!

First off, let me say I could not agree more; together we can figure this out.

I already spoke with Larry, with whom you used to work in accounting, and he has tons of ideas to run by you.

Some of them have to do with a fundraiser, a few focus on the mad money account … you get the picture.

How about if we set up a brainstorming meeting for next week to iron out these ideas?

Let me know if this will work for you, and again, I know we will find a solution.