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Why are introverts uniquely positioned to be successful at networking? How can you use your expertise to market yourself clearly and confidently? How can you change your mindset from sales to service?
In this podcast episode, Joe Sanok speaks about the introvert’s edge with Matthew Pollard.
Podcast Sponsor: WellReceived
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Meet Matthew Pollard
Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories. Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, and SellingPower Magazine just named him their 2023 Sales Kickoff Speaker of the Year.
He’s also the founder of Introvertu.com and the bestselling author of The Introvert’s Edge book series, which has sold over 100,000 copies and been translated into 15 languages.
Visit Matthew’s website and connect on Facebook, Instagram, TikTok, and LinkedIn.
FREEBIE: Download the first chapter of Matthew’s book for free!
- Why introverts network successfully
- Handling intake and scaling
- Matthew’s advice to private practitioners
Why introverts network successfully
The door-to-door sales system isn’t as successful as it used to be because people nowadays prefer life-long or consistent clients over once-off sales where the client connection isn’t as important.
Introverts (and extroverts) are often on a hard-no stance when it comes to hard selling or transactional networking, and that makes them more appealing to clients to connect with since they prefer to build connections before selling.
What I like to do is to help people realize that firstly, the number one rule of sales, networking, public speaking … Is that it’s not about you, it’s about the person that you serve, which means that by transforming networking from; “I do this” … to something that’s more passionate and mission-focused. (Matthew Pollard)
An introvert is more open to listening and observing instead of just speaking, which means that they are naturally more inclined to notice and respond to people’s needs simply because they – usually – listen better than the average person.
Handling intake and scaling
An extrovert who knows how to sell often struggles in hiring people to do the same since their success in selling is often dependent on their extrovert personality.
Therefore, for both the introverted and extroverted, having an intake process and a process for handling clients is necessary for all aspects of your practice.
We need to redefine the word “sales” … The original word “sales” was derived from a Scandinavian word [meaning] “to serve”, and the best way to serve your clients is to get them out of their own way. (Matthew Pollard)
Beyond intake and scaling, you can greatly assist your clients by getting them out of their own way, which means that you need to encourage them to work with you to do this.
So, you need to know how to articulate the value that you offer.
What I really want you to take from this is that what you need to do is to think about what unique skills you have outside the scope of your functioning skills … And what is the high-level benefit of that? (Matthew Pollard)
Simplify and specialize, because together they are the key to scaling your career above and beyond your daily practice.
Matthew’s advice to private practitioners
The more transparent you are with your skills and expertise, the more that sales is a walk in the park because you are just clearly showing what you do and how you can help your prospective clients.
Sponsors Mentioned in this episode:
- As a Practice of the Practice listener, you can get an exclusive 50% off your first 3 months of service. Head to WellReceived.com/joe to start growing your practice today.
- Visit practiceofthepractice.com/voicemail and leave a voicemail for the 1000th episode!
Books mentioned in this episode:
Matthew Pollard – The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone
Matthew Pollard – The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections
Useful links mentioned in this episode:
- Visit Matthew’s website and connect on Facebook, Instagram, TikTok, and LinkedIn.
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Email Joe at [email protected] to suggest guests for the show
Check out these additional resources:
When the brain is offline from burnout with Cait Donovan | POP 981
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Meet Joe Sanok
Joe Sanok helps counselors to create thriving practices that are the envy of other counselors. He has helped counselors to grow their businesses by 50-500% and is proud of all the private practice owners who are growing their income, influence, and impact on the world. Click here to explore consulting with Joe.
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