Many people (including introverts) believe that business development and building meaningful connections with people is a near impossibility for introverts, that they’re part of a world where they just don’t have a place—a place where others, more extroverted and bold folks succeed. We all know someone who can seemingly grab the attention of every crowd they encounter, they wow prospects with captivating conversation, and they are able to dazzle their colleagues with witty repartee and charm. If you’ve ever wished you were an extroverted person, a master of small talk, and champion of commandeering the conversation, you’re not alone.
But, is there any hope for introverted folks to succeed in networking?
What if I told you that the very best rainmakers you know, the cream of the crop, the ones by which we measure our own success or lack thereof… what if I told you many of those successful people are introverted, too?! You see, being an introvert doesn’t automatically set you beyond the ability to make connections—it just means it’ll take a little more effort and be a bit more cumbersome for you than others.
Whether an introvert or an extrovert, marketing oneself is not about the ability to capture the spotlight, but rather the ability to consistently build connections with your target audience, and there are some easy steps to take to be a success in that, even if you are the most introverted of introverts.
Business Development Techniques that Work for Introverts:
1. Break Down Big Events into Small Gatherings
Conferences. Holiday parties. Marketing happy hours. Are you physically tense at the very mention of these large gatherings? That’s ok, because you can totally make this work, and work well.
For most conferences we attend, we are able to check out the speakers and attendee list ahead of time. This is your means for identifying connections you already know and targeting the names you want to meet. Use that knowledge at your fingertips to schedule little breakout sessions and coffee dates with the people you want to wow, and you’ve broken down this massive event to a manageable and intimate group setting where you can easily connect with others.
Parties and industry happy hours might not offer an attendee list, but you can easily check in with the host of the party to share your excitement about the event and press them a bit to see who all will be there. The same is true for your industry happy hours, and organizers of those events are usually more than happy to share with you the names of some of the folks who clicked “will attend.”
2. Put Down the Phone – The Ultimate Barrier to Conversation Might Be Your Screen
We, as a society, are so accustomed to engaging more with our screen than the people in front of us, especially in awkward or uncomfortable environments. Feel free to keep that coping mechanism while waiting to be called back for your dental appointment or avoiding uncomfortable eye contact on public transit, but put it in your proverbial back pocket when it comes to your networking events. Nothing kills a connection faster or shows someone that you’re not interested more than scrolling on your phone and hitting refresh on your feeds.
Are you going to feel a bit awkward? Maybe. But knowing that going in and making a point to embrace it by not giving in to that electronic device might surprise you with the confidence that comes as a result of making yourself available.
3. Make Connections by Doing What You Know
Chances are that you’re already connected to a network through the work you do, especially if that work and expertise is demonstrated in publications to which you routinely contribute. You have built-in followers and, more importantly, built-in icebreakers. Bring copies of those publications to the conferences you attend. Offer to share a link to the article you wrote that relates to the topic at hand. You have every resource needed to succeed in these connections, you just have to put them to use.
One of the best qualities of the best business developer introverts I know is that they listen more than they speak. I truly believe the gift of introversion has made these business developers better at listening and thus better at aligning their clients’ needs with their services. Cherish this gift and wield it to help you establish rapport and build relationships – this is the key to great business development.
4. Don’t Let Your Energy Deplete Too Quickly: Charge and Recharge
We’ve touched on how draining working the room can be for introverted folks. It’s mentally draining, and you know this. One mistake many introverts make in preparation for a big networking event is to get together with well-known contacts and colleagues to rehearse talking points and get in the networking mode. It might sound counterintuitive to say this, but the best way to prepare for mass interaction is to take the time to quiet your mind and charge your metaphorical batteries. You can still cover those talking points and pitches, just go at it solo. The prep works just as well as it does in a group setting, but it doesn’t drain you.
This same mentality applies when wrapping up a conference or big event. In the words of Donna Meagle, “treat yo’self.” Take some time to unwind by treating yourself to some quiet time with your favorite meal, most relaxing activity, or a Netflix binge (no shame).
The mad dash to send out follow-up emails can wait. Your contacts aren’t expecting to hear from you before they’ve taken down the stage at the event, and it’s more genuine and meaningful to take the time you need and prepare more strongly and authentically worded emails. Setting aside time to recharge will ensure you have the mental and emotional capacity to really connect.
Networking events have a way of amplifying that inner voice of doubt and critique, but you can easily silence it with the tips we’ve covered here. Stop counting yourself out from making connections and reimagine the positive possibilities that come from these large events you are now set to conquer.
