The Introvert’s Edge To Networking: Matthew Pollard

Wes Schaeffer
January 19, 2021

Introverts can and do make great salespeople

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How to sell as an introvert
Why introverts make great salespeople
Started and owned five multi-million dollar businesses before the age of 30
Had a 6th-grade reading comprehension in high school
Fell into sales out of high school to find himself before university
Did data entry but the business shut down in three weeks
Forced into sales during Christmas, which is also their summer
Selling business telecom services door-to-door
Faced a lot of rejection
On his 93rd door he made $73
Was excited until he realized he had to do it again the next day
The “hustle” mentality was not exciting
He looked for systems
Looked up “sales system” on YouTube
Sold during the day, self-taught at night
Made one sale every three doors
18 out of 20 of his peers quit
Became #1 in six weeks
Promoted 7 times in 12 months
Great marketing makes sales easy
Oh…your business is different?
People don’t want to meet people who sell commodities, which lead right to a price discussion
“You want to help people? Can you narrow it down?”
Describe your passion and your why when networking to differentiate yourself
People make assumptions when you say “I sell” or “I offer” then insert commodity
Small hinges swing big doors
He initially was talking to the wrong people at first when he was selling door-to-door

I’m here to see if you qualify…” and that made a huge difference

Don’t show up and start pitching
Ask better questions
Don’t just flip through the catalog or brochure
The power of storytelling is strong
- Creates artificial rapport
- It short-circuits/bypassing the logical part of the brain
- “I understand…however,…” and tell a story of a successful client in a similar situation.
Most salespeople get the sales process out of order
He follows a seven-step sequence
He was given a team of 20 and they all quit within 48 hours
He went back to YouTube to learn how to manage
He got promoted too fast
He was miserable in his first job eventually, despite winning awards and making great money
When you start your own business you need to realize how you inherit goals from others and they may not be what you want
He was trying to prove he was “worth something”
He has a podcast called “The Better Business Coach Podcast,” check out episode #17
Most millionaires are actually living low-key
Many feel anxious all the time because they are out of alignment
Do what you care about
Where are you sipping bourbon?
What type of bourbon?
How much does it cost?
Revenue is great, but profit is what matters.
People don’t take time to think anymore
We don’t know what we want
Rapid Growth The Lazy Way
Use the bookmark button on audiobooks
You have to be the loudest if you can’t be the clearest
Automation is key
Pinterest is a search engine, not a social following/conversation site