Half of the world’s population is introverted, and if you’re leading a sales team or trying to network your way into new business, that statistic should stop you in your tracks. In the second part of my conversation with Matthew Pollard, author of The Introvert’s Edge to Networking, I walked away convinced that introverts might actually be the superpower of any networking room.
Matthew is a top 50 keynote speaker and was named by Top Sales World Magazine as a top 10 international sales trainer. Forbes calls him the Real Deal. When I read the title of his book, I honestly thought, how does an introvert thrive at a convention or a networking floor? Matthew answered that in a way I did not see coming.
Introverts Are Not Bad at Networking. They Just Do It Differently
Matthew made something very clear to me. Being an introvert has nothing to do with liking or disliking people. It’s about where you draw energy. As he put it:
“I actually really enjoy doing podcasts like this. I really enjoy going to networking events. I love speaking from stage. But when I come home, it’s like I hit a wall and I hit the pillow and I’m out.”
The reason so many introverts come across as terrible networkers is that they wait until the last minute, then spend the drive trying to talk themselves out of going. They arrive unprepared, cling to the one person they recognize, collect a stack of business cards, and declare that networking does not work for them.
Why a Plan Beats Charisma Every Single Time
Matthew’s biggest argument is that introverts follow a planned process, and that process beats raw charisma. He told me straight up that he would out-network me over time, even though I pride myself on being a strong networker. Why? Because he goes in with a clear outcome, while extroverts often show up just hoping for a good conversation.
If you want to get better at this, steal his planning playbook:
- Choose events where your ideal prospects actually gather, not your peers.
- Use LinkedIn, Facebook groups, and event apps to connect with attendees before you arrive.
- Reach out to introverts on the attendee list. Half of them are likely introverts too, and they will gravitate toward a familiar face.
- Prepare your stories, your questions, and the outcomes you want from each meaningful conversation.
That planning habit is the same one I cover in my piece on how I sell at B2B conferences. The sellers who win the room prepare before they ever walk through the door.
The Three People You Meet in a Networking Room
One of the most useful frameworks Matthew shared was his three categories of people in any room:
- Prospects: The least important group, even though most sellers think they are there only for them.
- Momentum Partners: People inspired by your mission who open their networks to you. Matthew credits one momentum partner, Judy Robinette, with 60 podcast introductions that reshaped his reach.
- Champions: Credibility builders like Ivan Misner, founder of BNI, who vouch for your work because they trust you as a person first.
Matthew said it well:
“If I had pitched Ivan the moment I met him, I would have missed out on a really great friendship and a ton of opportunities he’s opened up.”
That approach aligns with the philosophy behind selling with love. Relationships come before transactions, every single time.
Am I Turning Into an Introvert? A Personal Aside
I asked Matthew something that had been bugging me. After a full day of keynotes, booth walks, and handshakes, I often want to skip the evening mixer and head back to my room. Matthew laughed and told me I was not becoming an introvert. I was just getting older. We all max out faster with age, and the couch starts to look a lot more inviting than the bar.
He also reminded me that while you cannot change whether you are an introvert or an extrovert, you can absolutely reduce how much those social activities drain you. Practice, preparation, and the right systems make networking enjoyable rather than exhausting.
What Introverts Can Teach the Rest of Us
After two episodes with Matthew, I walked away with a fresh appreciation for the superpowers introverts bring to the table. They actively listen. They empathize. They prepare. They work the room with a goal in mind and treat every conversation as a feedback factory for what is working and what is not.
If you lead a team, coach sellers, or work alongside introverts, stop trying to turn them into extroverts. Build a process that lets them lean into their strengths. And if you happen to be an extrovert like me, borrow the planning discipline from the introverts on your team. It will sharpen every conversation you have.
For more on how I think about trust inside a sales conversation, I also recommend reading about the Trust Matrix and how to overcome fear in any sales conversation.
If you want the full playbook, pick up Matthew’s book The Introvert’s Edge to Networking. What has worked for you when you walk into a room full of strangers?