The Introvert's Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections

by Matthew Pollard, Derek Lewis (With), Jeb Blount (Foreword by)

Overview

One of the biggest myths that plagues the business world today is that our ability to network depends on having the “gift-of-gab.” You don’t have to be outgoing to be successful at networking. You don’t have to become a relentless self-promoter. In fact, you don’t have to act like an extrovert at all.

The truth is that when introverts are armed with a plan that lets them be their authentic selves, they make the best networkers.

Matthew Pollard, an introvert himself, draws on over a decade of research and real-world examples to provide an actionable blueprint for introverted networking. A sequel to Pollard’s international bestseller The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone, this book masterfully confronts the stigma around the so-called extroverted arena of networking.

In The Introvert’s Edge to Networking, you’ll discover how to:

• Overcome your fear and discomfort when networking
• Turn networking into a repeatable system
• Leverage your innate introverted strengths
• Target and connect with top influencers
• Leverage the power of virtual and social networking

The introvert’s roadmap to success doesn’t look like the extroverts, we’re different and we should embrace that.

Whether you’re a small business owner struggling to make a living or a professional who’s hit a career plateau, The Introvert’s Edge to Networking is your path to a higher income and a rolodex of powerful connections.

Product Details

ISBN-13:	9781400216680
Publisher:	HarperCollins Leadership
Publication date:	01/19/2021
Pages:	256
Sales rank:	1,080,242
Product dimensions:	5.90(w) x 9.00(h) x 1.20(d)

About the Author

Matthew Pollard, known as "The Rapid Growth Guy," works with businesses around the world, from startups to Fortune 500 companies like Microsoft and Capital One. Responsible for launching five zero-to-million-dollar businesses, he also founded Austin's Small Business Festival, which is now a nationwide event. A native of Australia, he splits his time between North Carolina and Texas.

DEREK LEWIS is a business writer who works with leaders from GE, the International Monetary Fund, and SAP. He lives in Baton rouge, Lousiana.

Table of Contents

Foreword Jeb Blount xvii

1 Why Introverts Make Better Networkers 1

How Did We Get into This Mess? 7

Stop Copying the Extroverts 10

Changing the Balance 12

You're Never Too Old to Network 14

Networking Success as a Bank Employee 18

Networking Out of Your Hoodie 23

The Introvert's Edge® Networking System 24

2 Channeling Your Superpower 27

Do What You Love, Love What You Do 32

The Bull-Riding Insurance Salesman 34

Put All Your Eggs in One Basket 37

Lighting Your Fire 39

3 You Can't Please Everyone 47

Beyond Your Niche 52

The Basics of Niching 54

Making the Tough Call 61

Know Your Difference 63

4 We All Tell Stories 69

We All Tell Stories 75

The Science of Storytelling 77

Using Stories in Business 83

The Structure of a Good Story 87

5 Our Difference Defines Us 95

The Mistake That Changed Everything 104

Get Invited to Share 110

The Fear of Standing Out 111

Crafting Your Own Unified Message 113

Ignore the Ones You Love 116

6 Speak to the Right People 121

You Never Know Who You're Going to Meet 125

Avoiding Tunnel Vision 131

Givers, Takers, and Balance-Sheet Makers 136

How I Learned to Network 139

Do Your Research Before You Get in the Room 142

7 What to Do in the Room 149

Prepare for Networking Success 152

How to Invite Conversations 156

Don't Try to Land the Deal 159

End with a Plan 161

A Tale of Two Networkers 163

Practice, Practice, Practice 168

8 The Step Everyone Forgets 175

Follow-Up for Champions 180

Follow-Up for Momentum Partners 184

Follow-Up for Prospects 186

9 The Feedback Factory 191

Validation 194

The Factory Line 202

10 The Digital Frontier 205

My Own Fear of Going Online 212

You Have the Elements for Online Success 217

Acknowledgments 221

Index 223

Bonus: Your Exclusive Invitation 229

About the Author 231

Editorial Reviews

02/08/2021

Introverts can succesfully network and create authentic connections by embracing their strengths, advises business consultant Pollard (The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone) in this refreshing guide. Too much of standard networking is “transactional” he notes, and can feel “inauthentic and even sleezy.” As a remedy, he recommends introverts focus on “strategic networking,” a tightly scripted process of planning, listening, and reframing conversations. Pollard urges readers to “channel your superpower” and make connections in ways suited to their personality, namely “harnessing introverted strength of preparation.” He walks readers through picking their targets, telling stories rather than hard-selling, using their passions to determine a niche, and creating their “Unified Message” (a two-to-three-word phrase to set off a conversation, as with a personal trainer who chooses to be called a “Strength Architect”). Planning and scripting are key, he stresses; it’s important to do 90% of the work before getting in the room, which will land as welcome advice for those who feel lost for words after a handshake. Pollard’s energetic, encouraging advice will give introverts the boost they need to make connections. Agent: Cynthia Zigmund, Second City Publishing. (Jan.)

Publishers Weekly

'A must for any professional. Matthewshows you how to develop relationshipsthat will change your life!'—TOM DEKLE, VP at IBM and AA-ISP Lifetime

'A proven approach written by someone who's actually done it. If you're looking for an actionable guide to genuine and effective networking, this is it.' —NEIIL P PATEL, Wall Street Journal top influencer.

'For introverts who shudder at the idea of working a room, this refreshing guide is a long-awaited answer.' -Marshall Goldmith, Thinkers50 Hall of Fame, Thinkers50 Hall of Fame Inductee

'If you find networking a dreadful, butnecessary, chore, Matthew will provideyou with useful strategies and language tomake the process much more accessible.'—NANCY ANCOWITZ,author of Self-Promotion for Introverts

'If you have an exceptional offering, yet no one 'gets it,' Pollard's book is for you.' ——MIKEE M MICHALOWICZ, author of , author of Profit Firstt

'Matthew masterfully confronts the stigma aroundthe so-called extroverted arena of networking,demonstrating that introverts have exactly what ittakes to outshine everyone else in the room.'—DEREK LIDOW, Chair of theEntrepreneurship Faculty at Princeton University

'Matthew shows introverts how to turn networkingfrom dreadful and pointless to profitable andvaluable. Best of all, I have personally experiencedhow Matthew lives out the words in this book.I can say wholeheartedly that if you practice whatthis book teaches, you will grow and serveothers like never before.'—TOM ZIGLAR, CEO of Ziglar, Inc.

'Matthew's guidance takes the concept offramework and standardization to the next level,offering a meaningful strategy that works in anyroom, for any introverted business professional.'—DR. IVAN MISNER, founder of BNIand New York Times bestselling author

'Sage advice for all entrepreneurs!'—MICHAEL E. GERBER, creator ofThe New York Times bestselling E-Myth books

From the Publisher