The Virtual CMO Podcast
Season 6, Episode 12
Hosted By: Eric Dickmann
With Guest: Matthew Pollard
Our Featured Guest
Best-Selling Author - The Introvert's Edge
Matthew is a growth marketing expert, keynote speaker, award-winning blogger and podcaster, and Best-Selling Author of The Introvert’s Edge. Forbes calls him “the real deal,” but Matthew is better known as “The Rapid Growth Guy.”
By the age of 30, he was responsible for five multi-million dollar business success stories. Pollard has worked with companies such as Electrolux, Oracle, and Microsoft, providing training, keynotes, and workshops from Thailand to Las Vegas. The hundreds of stages he has appeared on, and the impeccable ratings Matthew has received, have earned him a CSP designation, the highest certification awarded by the National Speakers Association. Throughout the course of Matthew’s career, he was able to transform thousands of struggling or plateaued small businesses into momentum and growth. In addition to working with clients one-on-one through his signature intensive and his Rapid Growth Academy, Matthew founded Small Business Festival, ranked by Inc as a Top-3 business conference, providing hundreds of free events across the nation each year.
Matthew's latest book is called "The Introvert's Edge to Networking."
"Finally- A Sales Book for Introverts"
The sequel to Pollard’s international bestseller The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone, selected by BookAuthority as the #2 “Best Introvert Book of All Time” and listed by HubSpot as one of the “Most Highly-Rated Sales Books of All Time.”
Introverts across the world have been sold a lie: One of the biggest myths that plagues the business world today is that our ability to network depends on having the “gift-of-gab.” This is nonsense. 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, introverts make the best networkers . . . when armed with a plan that lets them be their authentic selves.
Matthew Pollard, an introvert himself, draws on over a decade of research and real-world examples to provide an actionable blueprint for introverted networking.
In this paradigm-shifting book, 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
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.
I spend my life helping people realize introverts aren't second class citizens; their path to success is just different."
What We Discussed with Matthew
On this episode, host Eric Dickmann interviews Matthew Pollard about how introverts can learn how to network like a pro. Here are some highlights of our conversation:
- [00:05:09] Introverts are actually better networkers than extroverts- Matthew points out that the qualities introverts have are often the ones appreciated most by people. Many people believe that extroverts have an advantage in business, but in reality, it's the introverts who can establish deep and meaningful relationships with people. Pollard further explains that introverts turn out to be very successful in what they do because they are enthusiastic about adopting a system since they don't want to think about networking. One of the best qualities of introverts is their ability to actively listen and empathize with the individuals they are engaging with.
- [00:08:22] Why introverts shouldn't try to copy extroverts– Matthew advises introverts not to sell or network like extroverts. Instead, they need to find what's natural and comfortable and follow a process step by step instead of and winging it. Failing to follow a process may lead to disaster. There is a misperception that all successful people are extroverts. In reality, Oprah Winfrey, Zig Ziglar, Jeb Blount, Leonardo DiCaprio, Ivan Misner, and many other leaders and celebrities turn out to be proud introverts working at their own pace.
- [00:11:24] The importance of a compelling personal branding story– When people go to networking events and introduce yourself, they tend to put you in a box. For instance, if you are a sales trainer, they may share a bad experience they had in the past with a sales trainer which might hurt your chances of making a connection. Or if you are a marketer, they may immediately think of what your services might cost. Matthew points out that you should brand yourself in a simple and interesting way that would encourage people to want to know more about you. The simplicity of a good personal story message is can help you be heard in a crowded event. Another aspect of personal branding is identifying your ideal audience and building a targeted message focused on them and their interests.
- [00:20:07] Networking in the digital space– If you can't successfully articulate the value of what you provide when someone's politely listening for three minutes in a face-to-face networking event, you have little chance of being heard online. In the digital space, there are hundreds of competitors with similar positions and backgrounds as yourself. Matthew emphasizes that If you have a vanilla message, don't know who you are helping, and fail to create stories that are designed to invoke interest, then finding new business is going to be tough. Remember that delivering a good story to your network, whether online or face-to-face, can be a major game-changer for you and your brand.
- [00:30:37] Prospects, Momentum Partners, and Champions- One of the biggest failures with networking is not following up with people or knowing what to do once they've connected with you personally or on platforms such as LinkedIn or LunchClub. It is not enough to connect with prospects. you have to learn how to build lifetime relationships. In Matthew Pollard's The Introvert's Edge to Networking book, he introduces the concept of prospects, momentum partners, and champions. Prospects are the ones who are interested in your offers and provide an opportunity for a sale. Momentum partners share your same passion and goals. Lastly, champions are personalities who can push the brand to greater heights because they have the name, network, and influence. Matthew explains that networking is about fostering the relationships that will last for the long term.