5 Ways to Sell to Introverted Clients – by Alen Mayer
Millions of introverts hate the way you sell. According to recent studies, between 33 and 50 percent of North Americans are introverts, including many of your clients. Further, more than 70 percent of the world’s CEOs describe themselves as introverts, including Bill Gates and Warren Buffet.
To assume that you know your clients and how to approach them is to take a risk. Wrong assumptions can lead you to communicate with clients in a way that seems confusing and even foreign. They become disconnected or completely turned off.
Introverts might be a minority in America, but they can be the most loyal customers. Ignoring introverted clients will almost definitely damage your sales and cost you business. The best way to turn introverts off? Use the most popular sales techniques.
If you want to improve your sales results and grow your business, it is time to seek a more accurate understanding of your clients. It pays to understand your audience. When you do, you can connect with and keep introverted clients for years.
Here are five most important points when it comes to selling to introverts:
1. Introverts hate small talk. If you want to start your call or meeting on a positive note, be polite, avoid small talk, and get to the point. Introverts rarely make small talk with their friends; they almost never do it with someone they don’t know.
2. Getting close to an introvert takes time. Sales trainers often recommend walking into a client’s office and asking about a photograph or trophy on display. This approach won’t work for introverts – they guard their personal lives closely from strangers and need time to trust you.
3. Introverts are wary of “fake” friendliness and personal questions. If you make too many jokes or invade their privacy too soon, you’ll lose rapport immediately. Instead, respect their introversion by having polite, meaningful conversations. Always reassure introverts that what will be discussed on in your meeting, it will stay within the four walls.
4. Introverted buyers want to be approached as individuals, not as another name on the list. Introverts live their lives according to their own inner systems, not others’ opinions, and they find the non-individualistic approach offensive. If you want to book an appointment with an introverted client, you need to approach him or her individually, paying attention to his/her title, position in the company, and scheduling limitations.
5. Don’t use hype! Salespeople love hype language because they don’t have to invest time into understanding the product or the customer. Introverts spot the exaggerated information in these traditional types of pitches quickly, and when they find out that the salesperson doesn’t know what he or she is talking about, they shut down the conversation. To win an introvert’s respect, you need to prove your credibility using third-party endorsements, certifications and awards your product or company won. Introverts don’t usually get swept away by a sales pitch, but they can be influenced by objective reviews or media coverage.
Alen Mayer, author of numerous sales books, his latest is Selling For Introverts, helps sales leaders enlarge their sales circles and tap into their team members’ individual strengths to increase sales results. He works closely with companies to create a tailor-made, irresistible language for introverted clients. Whether you need to sharpen cold-calling techniques or sales strategies, Alen will improve your business. Please visit his website at www.AlenMayer.com or call 647-427-1588 for more information about his powerful sales training seminars, in-house workshops, and speaking engagements. You can also connect with Alen at Twitter and LinkedIn.
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