Truths for Introverts Who Sell: What We Don't Need To Learn The Extroverted Hard Way – Part Three

Truths for Introverts Who Sell: What We Don't Need To Learn The Extroverted Hard Way – Part Three

The most successful mindset of networking in business is that it is not an event but a process. Grasp this concept and the phrase “relax and network” will have more congruency even for the introvert.

At social events I lose energy as the event progresses.

Bernardo Carducci, psychology professor and director of the Shyness Research Institute at Indiana University Southeast in New Albany uses a party scenario to illustrate the difference between an introvert and a shy person. The introvert isn't afraid to talk to people but might stand in the corner to take a break from the crowd. The shy person stands in the corner because he feels he has no choice.

Carducci's research shows there are far more SHY people than introverts. Actually, more than 40 percent of Americans are shy! It may well be the same in other cultures.

Even with Carducci’s illustration, you may still not be clear. As relates to business networking, an extroverted sanctioned event, if you find your self-talk revolving around the words, “a bunch of people,” “there’s a pit in my stomach” or “got to take a break,” it’s likely you’re introverted and you only need to tap your strategic nature to help with a few energy boosters during such an event.

The next time you anticipate feeling the energy vampire nipping at you at a network, tap into your planning nature. Have a plan A, B and even C you can act on to get an energy burst – totally fat free.

Plan A, before you begin your networking rounds, stand around the perimeter of the room looking for the smallest group of three or four with whom you can mingle. This will help maintain your energy as you move slowly to join the mingling.

Plan B, keep your own score. Extroverts are energized meeting more and more people. To be successful in business or sales it’s more the quality of the people you meet that has more merit. Set a target that will keep you charged until you have met your own goal.

Plan C, have some break away tactics in mind. Everyone needs to use the restroom; take a rest in the bathroom. Everyone needs to quench their thirst; excuse yourself and meander over to where drinks are served. You only need about three or four break aways and you can recycle them at any networking event.

Networking is an essential to being successful in business. As a strategy, tap into your process planning to draw your energy from it.