Introvert Archives - Dr. Ivan Misner®
Stories

We All Tell Stories

Today’s guest blog is an extract from “The Introvert’s Edge to Networking”, by Matthew Pollard about the transformative power of stories. Matthew is the founder and CEO of Rapid Growth, LLC. He is a good friend who has shared much of my content on his platform. I thought you might enjoy some of Matthew’s great material.

Bethany and Shan Jenkins were luxury custom home builders. They worked with people who wanted that “crown jewel,” the $3–$10 million home that blew you away. While networking, they’d meet people who wanted a home like this, but would say, “We’re looking for a designer now; we’ll reach out to you when we’re looking for a builder.” Or, “We have a builder we like already; we’re just looking for a designer to get it drafted.” When they’d try to network with realtors, the response was generally, “We already have a builder we recommend.”

But Jenkins Custom Homes isn’t just a builder—it’s a design-build firm. The distinction is important. When the design and build are done by separate firms, the two sides rarely communicate well with each other, leading to last-minute chaos. The stress can take its toll on a marriage, leave customers with a house they resent, and even turn a dream home into a nightmare. That’s why it’s so important to work with a design-build company who knows what the extras cost and how to design their client’s dream home within budget.

The Jenkins team had a problem communicating this. Bethany felt they came off sounding as though they were bad-mouthing the competition—or trying to scare prospects into giving Jenkins their business. I told Bethany we could create a system for her that leveraged her natural introverted strengths. She asked, “How do I not sound salesy when people say, ‘I’ve already got a relationship with a designer; I’m just looking for a builder’—or vice versa?” “Just tell them stories,” I said. “For example, have you ever had a prospect come to you with a designer’s plans, only to inform them that the design didn’t fit their budget?”

Stories Sell

Bethany told me about Megan, who came to their office, explained what she wanted, then handed over her designer’s plans. The discussion went well, so to conclude the meeting, Shan said, “Great, let us take a look over your plans in more detail and we’ll get back to you on a fixed price.”

Megan replied, quite anxiously, “Can you just give me a ballpark figure now?” Normally, it takes time to calculate all the costs correctly. But Megan was quite insistent. So, Shan gave her a rough guesstimate. Megan burst into tears. She told them that she had informed her designer what her budget was. But after getting the plans, she’d gone to four different builders whose prices were double what she’d budgeted. Megan had worked with her designer for two years to plan the home of her dreams . . . and now five builders had told her there was no way she could afford it. She was either going to have to cancel building her home or spend more money to design a lesser home, always knowing it wasn’t what she really wanted. “How could this happen?” she cried.

I said to Bethany, “As unfortunate as poor Megan’s situation is, it’s a perfect story for showing—not telling—people why working with a designer and builder separately is so risky.” Today, when networking, if someone says, “I’ve already got a relationship with a designer, I’m just looking for a builder,” Bethany simply responds, “Congratulations on starting the process toward your dream home. What a huge milestone. If you’ve already locked in with a designer you’re happy with, excellent. However, has anyone told you about going the designer-then-builder path versus the design-build path, and why it matters so much?”

Many look puzzled and say, “No, what’s that?” Bethany continues: “Well, the major difference is—actually, you know what? Let me give you an example. See, when Megan came to us . . .” Bethany then wraps it up with: “So, of course, I’m not saying if you design and build separately this will happen to you, and I really hope it doesn’t. However, regardless of whether you use us or another design-build option, I strongly suggest you explore the possibility.”

When they do, who do you think they’ll see as the only logical choice? Isn’t that so much easier than self-promotion or feeling like you’re coming across as instilling fear? A simple story neatly sidesteps all that. You’re not expressly telling them they’re doing it wrong, so it doesn’t come across as judgmental. You’re not lecturing. You’re not even saying they should hire you or that their way won’t work. Megan’s story served as a way to educate prospects on the risks while inspiring interest in a different solution. It showed that Bethany understood her listeners, their fears, and how to avoid them.

Megan’s story and two other stories catapulted Jenkins Custom Homes from an annual turnover of $6 million after almost twenty years of operation, to more than $18 million the following year. Moreover, it took an introvert from hating the idea of selling and networking to loving it and dominating her industry! That’s the transformative power of stories.

The Introvert’s Edge to Networking

Matthew Pollard’s new book, The Introvert’s Edge to Networking, is available now.

Download the first chapter free here and check it out for yourself.

Purchase your copy of The Introvert’s Edge to Networking today.

When you purchase, Matthew will also give you free instant access to over $700 worth of bonuses, including The Official Introvert’s Edge Step-By-Step Implementation Training and a personal invitation to his private Facebook community of like-minded introverts.

To claim your bonuses, sign up here with your name, email and order confirmation number.

Introverts

Introverts Can Be Great Networkers These Days

Being an introvert is not a networking handicap and is an advantage these days of online networking due to social distancing and self-isolation while working from home. A common assumption is that a “people-to-person” is the best type of networker. But this isn’t necessarily true. Though introverts often eliminate themselves from networking because they aren’t good at initializing conversations, they are better at the part of networking that’s more important to the relationship-building process.

Networking is a two-part process. First, you have to meet someone new and share information about yourself. The extrovert may be better at this first part of the process when face-to-face; but the introvert is better at the second part — listening to the person he or she just met online. Plus, introverts are better at asking questions. Here are a few more tips for online networking and for working at home.

Introverts and Extroverts

So, if you are introverted, put down that book and reach out to others. Stop using that as an excuse not to network. There are many techniques you can use to make online networking easier and more natural for you to greet people and introduce yourself. Networking is a skill that can be learned — regardless of your level of gregariousness. Even if you’re not outgoing or gregarious, you can form meaningful relationships with others online and support each other’s businesses.

Furthermore, if you are extroverted, stop using your isolation from working from home as an excuse not to network. Most entrepreneurs depend directly on others and have a comfort level in dealing with people. For extroverts, referral-based online marketing is still one of the best ways to build your business these days.

Take advantage of online training workshops these days that you can do from the comfort of your home office. These can teach you how to online network effectively. You’ll find that when you learn ways to handle these situations, you’ll become more relaxed and confident in an online networking setting.

You don’t have to be a people person to network, you just have to be willing to listen. A good networker has two ears and one mouth and uses each proportionally. A good networker asks questions and gets to know the other person. Once you know the other person, it’s much easier to grow each other’s business.

3 Reasons Why Acting Like a Host at Events Can Alleviate Networking Fear

At a recent Referral Institute conference, I was talking with Tiffanie Kellog and Renia Carsillo, two Referral Institute trainers from Florida, and we were talking about the “Ten Commandments for Working a Networking Mixer.”  To our surprise, we each share the same favorite when it comes to the Networking Mixer Commandments yet the reasons why it’s our favorite are quite different.

Tiffanie is an introvert, I’m a situational extrovert, and Renia is an introverted go-getter.  However the “Act Like a Host, Not a Guest” Commandment provides unique solutions in making networking more comfortable and natural for all three of these personality types and in this brief video we discuss  exactly how.

If you’re interested in learning about the Ten Commandments of Working a Networking Mixer, come back on Monday, October 1st to find out more.  In the meantime, let us know what you think of this video.  Are you more similar to Tiffanie, Renia, or me when it comes to your personality type?  Are you going to try the tactic of acting like a host at your next event?  If so, please revisit this page and leave a comment after your event to let us  know how it went–we’d love to hear about your experience.

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