Why Introverts Make the Best Marketers

First of all, let me clarify that introverts aren’t necessarily shy. They are, however, quieter than extroverts. Introverts talk plenty when they have something important to say, but they stay calm when the topic is small talk. Why? Because small talk isn’t necessary for them. Let’s say you have two salespeople – an extrovert and an introvert.

The extrovert is likely to talk – and talk – which is precisely what you expect from a salesperson. And amid all this talking, the socialite will make sales.

But the introvert will do something the extrovert commonly fails to do – the introvert will ask questions and LISTEN to the answers.

I don’t mean they wait for the prospect to stop talking so they can begin extolling all the product’s many benefits. I mean, they LISTEN. They want to know what’s keeping the prospect awake at night about the problem the product solves. They want to see the prospect’s fears, desires, dreams, etc. They want to know what’s worked for the opportunity, what’s failed for the chance, and what that prospect truly wants so they can help this prospect get it.

And this same salesperson will continue to use questions as they present their product or service, which direct the prospect to the desired conclusion – that this product is what they want and need.

Everything else is equal: nine times out of 10, the introvert salesperson will outsell the extrovert because they asked questions and listened closely to the answers.

Introverted marketers have the same advantage as timid salespeople. They dig to discover what it is their prospects genuinely want. They ask questions in person, over Skype, in forums, via email, etc. And they pay close attention to the answers.

These same marketers spend time researching what successful marketers are doing. They don’t assume they already have the answers – instead, they look to those who’ve succeeded and ask how it was done and how it can be duplicated.

Now mind you, extroverts can master the skills of asking questions and listening to the answers as well as any introvert if they try. It doesn’t come naturally for them, but it will come with practice.

And if you look at the most successful people in the world, you will find that they stand on the shoulders of those who came before. They asked questions, got the answers, and used this knowledge to carve their place in the world.

Try it. Next time someone asks you for advice, ask them questions first. Next time someone asks about your product, ask them about their needs. Next time someone is on a forum looking for help, ask them for more information. And then pay close attention to what they say before you reply.

It’s an almost unknown fact that asking the right questions and listening to the answers can be one of the highest-paying skills in the world.