Many professionals have been socialized to believe that success in business is an extrovert’s game.
It’s one of the most common fallacies in business: extraversion equates to rapid success and leadership, while introversion means inherent limitations on opportunity. The reality couldn’t be further from the truth. Matthew Pollard, CEO of Rapid Growth, LLC, joined Negotiate Anything to discuss.
In business, most professionals have been socialized to believe that success largely depends on who you know, how well you get along, and your ability to sell/persuade others. In short, it’s an extrovert’s game.
We’ve come to believe that those who come out on top do so because of their ability to engage with others—almost nonstop. This is true, up to a point. Almost all professionals felt compelled to attend a conference or networking event to promote themselves or their company.
For introverts, this perceived reality can be incredibly daunting with only two options seemingly present: exhausting yourself to push forward or pull back, and accepting that opportunity may be limited.
Matthew Pollard, a self-proclaimed and highly successful introverted consultant and entrepreneur, has a pretty straightforward way of distinguishing between introversion and extroversion.
The question to ask yourself: where do I get my energy?
If you feel energized after being around other people, you’re probably more of an extrovert than an introvert. On the other hand, if you feel drained after interacting with others and need some alone time to re-energize yourself, you’re probably an extrovert.
It is important not to think too much about this assessment, as many people may find themselves somewhere in the middle. Instead, try to think about how you get energy most of the time.
If you identify as an introvert, there is a high probability that you have a bias against yourself when it comes to business or trading. The truth is, the introverted mind can be incredibly advantageous.
Due to the energy they draw from social interactions, extroverts tend to feel more comfortable talking quickly. While this is not always the case, it can usually mean that they spend less time planning what they intend to say. Introverts, on the other hand, are usually very careful to think about what they intend to say when the time comes. With internal processors, this can become second nature.
So what does that mean? For introverts, planning comes naturally. This is a critical advantage when thinking about preparing for important negotiations or identifying a strategy for business success.
“There is no [business] behavior where you don’t benefit from having a methodical process that you plan and prepare,” explained Pollard. “Introverts have an advantage because they are willing to take the steps to learn the process.”
It’s one thing to plan a process and another to know what the right process really is. According to Pollard, there may not be a right answer to this question, and that’s okay.
“Just find a process and stick to it,” he advised.
In today’s society, there are thousands of experts, books and resources to consult when seeking business advice. Not only can this be overwhelming, it can make it difficult to decide on a case.
For those deciding on a model, it is equally common for people to make modifications or enhancements that they believe will accelerate success. Pollard advises against this.
He shared, “Follow someone’s methodical process without the bells and whistles and practice until you get it right.”
While this process takes time and patience, the result (mastery) will surely help you improve your skill set in the specific area. If you want to become better at sales, grab a strategy from a highly successful salesperson and commit to practicing until you start to see results.
For those hoping to become more confident in negotiations, research lawyers, negotiators, negotiators, etc. successful people who are also introverts. Study your approach and practice until you feel more and more comfortable (and come out with better deals).
Despite all this, Pollard says the most important thing for introverts to remember is that success is possible.
“The truth is, the hardest thing for an introvert is to believe they can,” he explained. “Learning the process isn’t the hardest part, it’s believing they can actually implement and do it.
To learn more about Matthew Pollard, visit www.matthewpollard.com. To listen to the full episode, click here.
