Small Business Networking for Introverts Part 2

The Introvert’s Edge: Discover the Strategies and Tactics of Introverted Global Business Leaders

If you thought that Ivan Misner, founder of the world’s largest networking organization, gave a lot of value in the last episode of The Introvert’s Edge podcast, then this session is going to blow you away.

In this episode, Ivan not only supports my claim that introverts make the best networkers; he backs it up with research.

The data is in: The majority of the qualities that make a highly effective networker are introverted qualities – and the majority of characteristics that make for a poor networker tend to be associated with extroverts. This may seem counterintuitive, but when you think about it, it makes sense. People like to speak to and work with those who ask thoughtful questions, express interest, and listen purposefully, all fortes for us introverts!

Focus on Getting Referrals, Not Sales

When you attend networking events, are you looking to buy something? Neither is anyone else. Ivan explains why your goal should be building sincere relationships, not pushing for a sale. Craft 15-second descriptions of each element of your business, and share them over time at various events. People are more likely to think of you when they (or someone they know) has a specific need they know you can fill.

A Unique Selling Proposition Gets More Clients and Referrals

A USP, or a unified message, helps avoid the automatic eye-glaze that usually follows when you tell people what you do. Once you’ve expressed interest in the person you’re speaking with, and it’s your turn to share what you do, try the Eyebrow Test to see if you’ve got them hooked.

Ivan’s Thoughts on My Sales Process for Introverts

Ivan was kind enough to write a glowing endorsement of my book, The Introvert’s Edge, but while we were on camera, I thought I’d ask him to share his thoughts about the book. Here’s what he had to say.

Some Questions I Ask:

• What characteristics are necessary for successful networking? (0:32)
• How do you get over the fear of starting a conversation at a networking event? (6:08)
• What’s the easiest way to engage in a dialog at an event? (8:45)
• What’s your advice for creating a 15-second networking pitch? (11:45)
• What do you consider your introvert’s edge? (14:00)

In This Episode, You’ll Learn:

• The seven things the top networkers in the world have in common (0:46)
• Five characteristics of a POOR networker (2:30)
• Relational vs transactional networking (3:32)
• The simple trick to easily and naturally slide into networking conversations (6:30)
• How to ask someone to introduce you around (7:44)
• Why you need a USP to gain interest (10:00)
• How to use the Eyebrow Test to gauge listener interest (10:23)
• Why you should not view networking events as sales opportunities (12:19)
• Why collaboration is an introvert’s secret weapon (14:14)

Resources Mentioned in the Show

• • Part one of this episode
  • Ivan Misner’s blog
  • BNI

Thanks for taking the time to listen

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