Financial Marketing

1. Prospects want you to be prepared. Isn't that what you're good at? Trainique partnered with Nightingale Conant and surveyed 2,663 sales organizations ( 80% USA/20% UK) and found that 82% of them have either no or a poorly defined sales process. And that was a mismatch for the prospective client who was thinking, "I want you to understand our business." Think about using networking as an approach to researching your prospects.
2. You're already a curious person. Since people want you to understand them and their business first, take the pressure off of yourself. Start with questions and listening. You get the benefit of taking the light off of you until you are ready and the prospect has been heard. You can later take your turn to talk about you and your services, and when you do, you'll be on better footing.
3. A study by Ramsey and Sohi in the Journal of Academy of Marketing Science clearly establishes that a customer's perception of how well someone who sells listens, has a positive association with trust. Listening includes such behaviors as giving your full attention to the customer, responding to acknowledge understanding and --- asking clarifying questions. So when you listen to understand the prospect and their business first, it puts you on solid footing.

Recent surveys done by "Selling Power" and "Sales and Marketing Management" magazines say that 80% of business-to-business transactions come about because of relationships/consulting type sales, where the buyer has to know, like and trust the seller. That takes time to build a relationship that gets to that level. And introverts like to go deep with – planning, being curious and listening. It's all part of your extroverted networking, naturally.