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On this episode of the Gross sales Gravy Podcast, Jeb Blount (Digital Promoting) and Matthew Pollard (The Introverts Edge to Networking) tackle networking for introverts.
One of many greatest myths about networking is that to be an efficient networker you’ll want to have the “gift-of-gab” and be an outgoing self-promoter. The reality is, it’s simply the other. Actually, introverts usually make one of the best networkers. You simply want a plan, system, and authenticity.
On this paradigm-shifting podcast episode, you study ideas and ways for leveraging your innate introvert superpowers to focus on prospects and influencers, have interaction in networking conversations, and switch networking right into a repeatable system that helps you construct your online business and pipeline.
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Matthew: The Inspiration Behind The Introvert’s Edge to Networking
Lots of people don’t like networking and I feel it’s as a result of they don’t perceive what networking actually is. They go to networking occasions they usually see these those that do transactional networking. They’ve these surface-level conversations with individuals they usually stroll out with all these enterprise playing cards with out having an actual dialog with anybody.
The playing cards sit on their desk they usually assume, “In the event that they name me, then I’ll work with them.” And naturally, they by no means do. So they’d this mindset that networking simply doesn’t work. Folks should be extra strategic once they’re networking. Secondly, networking doesn’t simply happen in a networking room.
Folks assume it’s a must to be nose to nose as a result of it doesn’t work nearly. And now individuals are realizing they will truly promote extra in the event that they keep at dwelling. Networking is identical approach. Most individuals don’t even know methods to articulate the worth of what they provide in three minutes when somebody is politely listening.
What probability have they got when somebody provides them half a second on-line?
Jeb: What to Do With That Stack of Enterprise Playing cards
I used to be working with a gaggle of CPAs who have been going to networking occasions, however they weren’t actually getting something out of them. After I requested about their course of, they stated, “We discuss to individuals, acquire their enterprise playing cards, after which we come again and watch for them to name us.”
I requested why they don’t name them, they usually stated, “Effectively, we do name them, however typically we’ll name them like three or 4 weeks later. We don’t need to trouble them proper after the networking occasion.” This isn’t exhausting. Why don’t you attempt calling them 24 hours after the networking occasion? As a result of they’re most likely going to recollect you straight away. They received’t keep in mind you in a month from now.
The recommendation I gave them was this: The subsequent networking occasion you go to, whenever you get their enterprise card, write down one thing concerning the particular person on the again of the enterprise card. As I stroll away, I am going to my LinkedIn app on my cellphone and I ship them a connection request.
The likelihood that they settle for my request goes up exponentially. Additionally they gave me a enterprise card that normally has their cellphone quantity on it. So I ship them a textual content message that claims, “It was so good assembly you, thanks a lot for the dialog. I’ll provide you with a name tomorrow.”
After which I name them the subsequent day. In the event you try this, appointments go up exponentially. We adopted up with this group a few weeks later, and certain sufficient, it was working for them. Abruptly they have been assembly individuals, calling them, and getting conferences.
What’s your tackle beginning conversations, following up, and making connections on-line?
Matthew: Observe-Up Doesn’t Have To Be Awkward
If I take a gross sales mindset, perhaps with individuals on social media, after I strolling out of the room signifies that we’re beginning to foster that relationship. I’ll join with them on LinkedIn. Relying in your relationship, why not join with them on Fb? Test them out on Instagram.
One of many issues I inform individuals is to look individuals up on LinkedIn beforehand who will probably be there. As a substitute of all these unfamiliar faces, you even have a bunch of individuals you’ve already linked with earlier than you go. It shouldn’t be a bunch of preplanned conversations, however inform them, “I stay up for talking with you tomorrow.”
It’s best to by no means cease a dialog with no plan to your subsequent follow-up. The issue is whenever you introduce your self incorrectly, it results in this type of awkward dialog the place you say, “Oh, I’m in insurance coverage.” They’ll say one thing like, “I’ve already bought insurance coverage. Thanks.” Now you could have a clumsy change earlier than it’s a must to ask them what they do after which the dialog’s over.
Change the Dynamic of Networking Conversations
My suggestion is to alter the dynamic altogether. I had this man come to me and he stated, “I really like promoting insurance coverage. However once I go to networking occasions and inform individuals I promote insurance coverage, I watch their eyes scream. They’re like, ‘How do I get out of this dialog in lower than three minutes? Can I am going to the toilet? Can I am going to the bar?’”
So he explains to individuals what he does, however he already is aware of what they’re going to say. After which he feels obligated to ask them. Now he’s simply wasted the cash and the time of going. It’s annoying. In the event you’re commoditizing your self and saying, “I match on this class,” I already know from the second I converse to you, I can disqualify you or say I don’t want it. That’s what most individuals do within the numbers recreation of transactional gross sales networks.
You need to introduce your self in another way, however to try this, I have to know why you truly care about this product. In the event you don’t care concerning the services or products that you simply’re promoting and also you don’t assume it provides worth, discover one thing else. What I discover is that most individuals gravitate to the services that they’re linked with indirectly, form, or kind.
Why Are You Passionate About What You Promote?
I requested him why he was captivated with promoting insurance coverage, and he stated he likes to assist individuals. I informed him it must get deeper than that. Between an individual that earns $50k a yr versus anyone that earns $250k, which one do you care about serving to most? He stated he would decide the one that makes $250k as a result of he can promote them extra stuff.
I informed him that’s not likely the place we need to go along with this. What a couple of man that hustles to get right into a Harvard diploma and bought right into a C-level government function the place he makes $250k, versus somebody that began their very own enterprise out of nothing, employed on a bunch of individuals, and now they make $250k. Which a kind of do you care about serving to most?
And he stated, “Clearly the small enterprise proprietor. I simply really feel like they deserve extra assist as a result of my grandfather bought a enterprise, owned a farm, and employed all these individuals. Then he bought sick and ended up having to promote it. I simply watched him wither away and die for 10 years in entrance of the TV on this little house, as a result of that’s what he may afford.”
Story Issues
So I stated, “Right here’s what I need you to consider as a substitute of getting into and introducing your self as an insurance coverage salesperson. Why not introduce your self because the ‘hustle lifeguard’? When individuals ask what that’s, you then speak about your ardour and mission, serving to the hustlers of this world, the individuals who create one thing out of nothing. You’ll discover that individuals will gravitate to you.”
What was humorous is that the small enterprise homeowners that heard that, they’re like, “I would like that. You’re proper. I’m not prioritizing, I don’t need to find yourself like your grandfather.” However individuals who aren’t small enterprise homeowners nearly by no means appear captivated with what they do, so that they hear his story they usually need to prolong his ardour into what they do. They’re like, “I’m not in a small enterprise, however may I work with you too?”
It reworked the whole lot. He went from an worker to beginning his personal enterprise, and his enterprise exploded.
Matthew: Get Them Speaking First
One of many introvert’s strengths is our means to be empathetic, ask nice questions, and actually hearken to what the solutions are. An extrovert usually desires to speak about themselves. Extroverts can discover ways to actively pay attention and empathize, however introverts consider they will’t study to do these different behaviors, and the important thing isn’t about being extra extroverted.
That’s a real recipe for failure and feeling inauthentic. It’s a must to study a system that channels your introverted strengths. The factor that I’ll inform you although, is completely like whenever you go and converse to somebody for the primary time, it’s about being , not fascinating.
Lots of people get nervous that they’ve bought nothing so as to add. The person who’s networking desires to speak about themselves. So when you ask, “What introduced you to this networking occasion?” one thing will come up. Or, “What’s occurring in your life in the mean time?” Possibly they’ll say, “Oh, I simply bought promoted.” Be genuinely excited for them.
Or if they are saying, “Oh, no, I at all times didn’t get right here as a result of one thing’s occurring on the workplace,” ask them questions on it. Empathize with them. Supply help or recommendation. Anyone will say, “Oh my gosh, I can’t consider I haven’t even requested you what it’s that you simply do!” And you then get permission to reply.
Networking In On a regular basis Conditions
I prefer to journey economic system typically, as a result of occurring a brief flight, I discover that lots of people lately don’t need to spend the additional cash on first-class for a brief flight. So I’ll sit down and I’ll have a dialog the place the very first thing I’ll say is, “Are you going dwelling, or are you heading out for a gathering?”
And lots of instances they’ll say, “Oh, I’m heading out to a gathering,” particularly if it’s the morning. And we’ll then have a dialogue. I’ll joke about the truth that I received’t pay for first-class for brief rides to create this dialogue. Now we’re having a dialogue about all of the individuals which can be in first-class.
There’s a narrative within the ebook truly about the most effective relationships I created was actually at an airport. The flight had been delayed and I’m sitting in a restaurant ready for my flight to get sorted. I heard all people else speaking concerning the convention that they’re going to subsequent to me. And I used to be the speaker on the convention. So I rotated and stated, “I’m hoping that we are able to get out as we speak as properly.” And that’s all I wanted. That’s simply constructing on one thing that you simply’re overhearing.
Suggestions for Nice Dialog Starters
The evening earlier than an occasion, I’ll exit for a meal and customarily I’ll sit on the bar and there’ll be one other government sitting on the bar as a result of they don’t need to sit at a restaurant by themselves. They’re like, “You’re in enterprise, too?” After which we’ll have a dialog. I’ll say, “What did you order? Is it any good?” That dialogue is all you’ll want to strike up a dialog. After which I’ll say, “What are you right here for?” It actually brings the identical dialog again.
I’ll then put money into them about what they do, what introduced them there, in the event that they bought a while to benefit from the metropolis, a number of the issues that I noticed earlier as we speak, if I’d been to town earlier than, and finally they’ll say, “So impolite of me, I can’t consider I haven’t requested you what you do. What’s it that you simply do?”
The factor is which you can create these serendipity moments in every single place. It’s unbelievable. I speak about this for a complete chapter. So many individuals inform me how fortunate I’m for working into all the appropriate individuals. I’ve practiced and practiced a lot that I at all times have conversations thought out.
Networking Occurs In every single place
Now, once I first began, it was a networking room and that’s it. However as soon as I mastered the networking room, I began to search for dialog starters that I may use once I was at sports activities video games, once I was at eating places, or doing one thing within the metropolis. Anytime I see a chance, I nearly get upset with myself until I apply considered one of my dialog starters.
That is for 2 causes: One is that it’ll both be an important alternative I may have missed out on, or secondly, perhaps it results in nothing, however I actually realized one thing that didn’t go properly that I can then apply later once I do run into that proper connection. I’ll know precisely methods to deal with it.
Jeb: Observe Makes Good in Networking
One of many ways in which I’ve helped myself create these dialog starters is by speaking to individuals once I’m ready in line for quick meals. I’ve at all times practiced this and it doesn’t make me really feel even a bit of bit nervous. I’m a giant fan of quick meals, so I’m at all times getting the burger.
I’m ready in line and there are individuals in line they usually have brand shirts on. I’ll go, “Hey, I couldn’t assist however discover that you simply work for this firm. What do you do there?” And folks love to speak about that. I can at all times begin asking questions and it simply helps me open up a dialogue or discover out concerning the firm.
And I study lots concerning the market that approach. I don’t at all times create the identical form of these reciprocal relationships that final a very long time, however I study issues I didn’t know. They’re normally fairly good conversations and I by no means really feel even in the slightest degree of nervousness about that in any respect.
You Have Nothing to Lose By Making an attempt
I feel that it’s a must to be intentional about it. It’s a must to determine you’re going to do it. After which, it’s a must to apply. Practising has been the best way that I’ve gotten myself higher at these varieties of conversations. I’ve conversations with strangers which have zero impression on my life. I’m most likely gonna have zero impression on their life.
So there’s nothing to lose, nothing to realize. And my thought is that if I requested them about their day, allow them to discuss, and I don’t say something, all I did was make their day brighter they usually walked away pondering, “Wow, that was a very nice particular person.”
I get apply by getting out of my very own head and having these simple conversations.
