The Top 10 Ways to Sell to Introverts

Originally Submitted on 6/30/2003.

Introversion is a legitimate personality type. Once mislabelled as neurotic, anti-social "loners," introverts have come of age. We have different needs from the 70% majority of the population that are extroverts, but you might find a very welcome market among us. Here's how to make us happy and sell us your service or product.

1. No cold calls.

We don't like surprises. We will be delighted if you leave a detailed message on our answering machine so we can think over what you have to say and be ready to respond.

2. If possible, put it in writing.

Send us materials to look over and give us plenty of time. This way we're at our best. We don't like processing information under the pressure of another person's presence.

By the way, emails are an ideal way to communicate with us. We relate beautifully to the Internet world.

3. Don't mistake our quietness for docility and agreement.

We have strong opinions but don't readily express them. We like to think things over and say what we mean. If you really want to know our opinion of what you are selling, ask us and be prepared for an honest answer. Don't assume that we are going along with you because we aren't saying anything.

4. Introverts are territorial.

Don't push things around on our desk without asking to make room for your presentation. Don't move chairs around. Don't scoot over next to us or fluff the pillows on the couch. Don't use our pencils and pens without asking and please don't position yourself between us and the door.

5. We don't like loud noises.

Please keep your voice and your presentation at a pleasant pitch. Above all, do not answer your cell phone in our presence and turn off the beeper before you begin your presentation. Many of us are unhappy with the whole cell phone culture.

6. We don't usually enjoy group activities.

They seem pointless to us and we rarely think of ourselves as belonging to a "group." We get few inner rewards from random socializing. Please sell to us individually without assuming that we belong to a particular group.

7. Introverts hate small talk.

Please conduct your business with us in a businesslike manner. Come to the point as quickly as you can and be honest about your product or service.

8. Introverts score high on integrity.

If you don't have any, it's not worth your time to bother us.

9. Introverts are conscientious and detail oriented.

We focus our concentration and often become experts in our fields. Please "know your stuff" before you call on us. We are not impressed when you fly by the seat of your pants or flash your big smile. It means little to us. We want the facts and we want time to think them over. By the way, with us, less is more. We're the original quality-not-quantity tribe.

10. Introverts are especially fond of dealing with people we already know.

It is worth your while to win us over. We're yours forever!

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