Succeeding in Sales and Startups as an Introvert

There is a stereotype that salespeople and entrepreneurs are usually extroverts, but according to Inc.com, this is not always the case. In fact, there are many attributes of introverted people that can make them both excellent salespeople and business leaders. While providing recruiting support at OpenView, I have worked with several candidates who I believe are introverts and who have been extremely successful at providing sales support and marketing support to our expansion stage companies. According to Nancy Ancowitz, who is the author of Self Promotion for Introverts and a blogger for Psychology Today, introvert stereotypes include being more considered, looking inward for approval and guidance, and researching problems to find the perfect answer.

What advice can help an introvert succeed in a startup? According to Ancowitz, “When selling as an introvert, use your abilities as a good researcher to really know your audience, know what matters to them, and figure out a product match before you go in. You’ll be meeting with people, so rest up before social interactions with those you are selling to or speaking in front of. Prepare and practice because as an introvert you will think before you speak – as opposed to extroverts who speak as they think. So having a few lines ready, or thoughts composed in advance will be beneficial. Rest, prepare and practice is the magic formula because of the way introverts are wired.”

For startup introverts, Ancowitz suggests trying to build deep and meaningful relationships with others, which introverts are typically better at than chit-chat. In networking situations, be generous in introducing people to each other as well, since it will make it easier for you to ask for introductions from your contacts in the future. You may use content marketing strategies such as blogging, using Twitter, writing newsletters, and contributing to relevent industry websites in commentary or as a guest columnist in order to promote yourself.