Beth L. Buelow, PCCTheIntrovertEntrepreneur.com

But I’m Not a Salesperson!: Business DevelopmentStrategies for Introverts Who Have to Sell

Quick FactsCarl Jung coined the terms introvert andextrovert in the 1920s

The general U.S. population is roughly 50% introvert, 50% extrovert

Where you fall on the spectrum is a matter of nature, with a dash of nurture

According to a large study… the “most destructive” behavior of salespeople wasn’t being ill-informed.

It was an excess of assertiveness and zeal…

Dan Pink, “To Sell is Human”

1 Connecting One-on-One

2 Listening + Curiosity

3 Ability to Create Safety

4 Preference for Preparation

Introvert Sales Superpowers

Strategy 1:

EMPATHIZEMeet them where they’re at

(AKA the pain point)

Strategy 2:

EDUCATEConsider the learning curve

Engagement funnel over sales funnel

A confused mind

always says

“NO.”

CONVINCED Investment: Significant

High-end/Premium programs and offerings, long-term relationship, referrals, champions

COMMITTEDInvestment: Meaningful

Coaching, Consulting,

Advising, Training, Service Delivery

CONNECTEDInvestment:

MinimalWorkshops, Speaking,

Teleclasses, Interview, Podcast, Newsletter, Book

CASUALInvestment: Free

Blog, Articles, Quotes, Freebies,

Resources, Bookstore

CASUALInvestment: free

Blog, articles, freebies, resources, bookstore, social media

CONNECTEDInvestment: minimal

Workshops, speaking, teleclasses, interviews,

podcast, newsletter, book

COMMITTEDInvestment: meaningful

Hired for coaching, consulting, advising, training,

service/product delivery

CONVINCEDInvestment: significant

High-end, premium programs and offerings, long-term relationships,

referrals, champions

Strategy 3:

ENGAGEHang out where they hang out

Conversations + Listening, not pitches

Strategy 4:

ENCHANTFill others with

great delight (Guy Kawasaki)

ENCHANTENGAGE

EDUCATEEMPATHIZE

Recommended Resources

Coaching, strategy sessions, virtual

networking, book groups, podcasts,

and more

TheIntrovertEntrepreneur.com