We all do it every day. Whether at work or in our private lives. No matter who we meet. We sell ourselves and "buy" others by evaluating them for us. One person is a better fit for us and our needs, the other a worse fit. Everyone has something to offer and presents themselves accordingly in the best possible way. Whether privately, for example in dating, or in the job, when we market ourselves and our service in sales. This goes hand in hand with the fact that we show ourselves and approach others, actively present ourselves and our service to others. Always in the awareness that the answer can also be "no" and that this is not a personal rejection. This is easier for some people than for others. And that's why some people find sales easier, while for others it involves heart palpitations and stress. These tend to be the more introverted among us.
In this blog post, I'd like to give you 5 tips on how to make sales as an introvert and thus make it as a freelancer. But first, let's define what introversion and extraversion actually mean.
What is introversion?
Introversion (colloquially also introversion) is a term that refers to a person's personality and defines him as rather introverted. That is, he likes to be by himself and doesn't need the limelight with a lot of outside attention. He likes to be in his thoughts and draws his energy from being quiet and alone.
What is extraversion?
Extraversion (colloquially also extroversion) is the opposite term, which also refers to a person's personality and defines him as more outwardly oriented. That is, he draws energy from contact with other people and likes outside attention. He is sociable and talkative and likes to be in the spotlight.
Why is it harder for introverts in sales?
It is important to note in advance that there is no "right" or "wrong" and that every person has both parts within him or her. There is no such thing as the extrovert and the introvert. The majority of people are somewhere in the middle. However, there is usually a tendency in one of the two directions. And this can be particularly noticeable in sales. It makes a big difference whether I, as a person with extroverted tendencies, like to be the center of attention and approach other people as a matter of course, or whether I, as a person with introverted tendencies, prefer to stay at home alone all day and don't need any contact with other people at all.
I am writing this blog post based on my own experiences. I consider myself a rather introverted person and remember exactly how nervous I was in my early days in sales. I can practically still feel the palpitations when I finally got around to cold calling back then. But don't worry, cold calling is not one of the tips I'm going to give you in this blog post. In fact, from my experience, this type of sales is more of a burden on both sides.
5 Tips on how to make sales as an (introverted) freelance recruiter
Tip 1: Specialization and network
The first tip goes in the direction of strategy. Before you start selling, define your target audience. As a freelance recruiter, you can naturally say that you serve anyone who needs recruiting services. Regardless of industry or positions sought. For starters, when you're looking for your first jobs, that can make sense. But if you're thinking sales long term, specializing in a particular area makes a lot of sense. For one thing, you position yourself as an expert in your field. On the other hand, you build up a network in this area, which benefits you in every follow-up order. For example, if you are an expert for sales positions in the SaaS area, you will expand your network of candidates in exactly this area with every job. They see your posts and you can always refer back to them. At the same time, you increase your "value" as a freelancer for new customers. In addition to your performance, they also buy your network and your reach.
Tip 2: Use LinkedIn
How do you build up this network? For candidates, it's usually done via LinkedIn. And it's the same in sales. LinkedIn is the preferred channel. Especially if you are an introvert, LinkedIn is the channel of choice, because the hurdle to contact someone is much lower and you can get in touch with the "right" people directly. Compared to cold calling, where you often have to phone your way through various instances until you get through to the decision maker, a contact request on LinkedIn is easier and better. You have direct access to the decision maker. Your counterpart sees your request in a relaxed state when he is currently on social media. And you can stay in touch with him even if the feedback is negative for the time being. Decision-makers also like to gather a network that they can quickly call on when they need it. A "no" is usually a "not at the moment." Therefore, send him your documents without obligation and inquire once in longer cycles whether something has changed.
Tip 3: Other freelancers
It continues with networking. Network with other freelancers in your field and the HR field in general. They are all out in companies and they can't always do everything on their own. For example, someone may be more strategically oriented and you could be operationally involved, or several freelancers may be needed because the workload is too high. There are many reasons and freelancers recommend each other. By the way, this goes both ways. If you have options, bring client and freelancer together. This way you do something good for both and strengthen your reputation as a reliable network contact.
Tip 4: Measure
Visit trade fairs in the HR sector and your field to get in touch with potential companies. Face-to-face contact in sales can again be a hurdle for introverts, but you can help yourself with structure. All you need is a sentence, a question, and a business card that's cleverly designed. Design the business card to briefly explain your service and include your website or contact information. Then create a sentence with a question that you say as an introduction in every conversation. Each introduction is the same. You greet each other and say your sentence and question. For example, you could say "Hi. I'm a freelance recruiter specializing in sales positions in the tech industry. May I leave you my card once?". The reaction of your counterpart either invites further exchange or not. But you've cleared the hurdle of addressing them. You simply use this structure in every introduction and wait for the reaction. And with each new introduction, the fear of being approached disappears more and more.
However, approach the topic carefully at trade shows. The above method is deliberately kept short and to the point, as sales activities are not very popular at trade fairs. Therefore, with one sentence and one question, you steal a maximum of ten seconds from your counterpart. But: It doesn't cost anything to ask.
Tip 5: Databases & freelancer portals
As a final tip, it is recommended that you simply let others do the selling and let yourself be approached. You can register yourself in various databases of personnel service providers and freelancer portals and let them find you. This has the advantage that you are constantly present for others and receive regular inquiries over time. A disadvantage, however, could be that you have to adjust your hourly rate, since your counterpart will calculate a commission to refer you.
Sales always has to do with people. As a freelance recruiter, if you want to have permanent contracts on your hands, you should make sure to network and acquire new customers on a regular basis. It's rare that you'll inquire today and it'll go off tomorrow. Therefore, keep sales as an ongoing practice. There comes a point when you "live off your network" and need to do less sales. But you have to work this one out. It's doable even if you're an introvert. Use the tips and establish yourself in your field.
Little Tip:
If you plan to go into business for yourself, start networking or acquiring clients before you actually go into business for yourself. The acquisition process can take several weeks or even months. In the best case, you start your self-employment and can immediately fall back on a small network and one to three orders. This gives you courage and overcomes the initial lean period. You can find more information about your start as a freelance recruiter in the blog post Become a freelance recruiter: Everything you need to know now.
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FAQ
What characterizes an introvert?
Introversion (colloquially also introversion) is a term that refers to a person's personality and defines him as rather introverted. That is, he likes to be by himself and doesn't need the limelight with a lot of outside attention. He likes to be in his thoughts and draws his energy from being quiet and alone.
What characterizes an extrovert?
Extraversion (colloquially also extroversion) is the opposite term, which also refers to a person's personality and defines him as more outwardly oriented. That is, he draws energy from contact with other people and likes outside attention. He is sociable and talkative and likes to be in the spotlight.
How do I do sales as an introvert?
You can also be successful in sales without cold calling. To do this, build up a network via LinkedIn, for example, or work together with other service providers. Freelancer portals are also interesting for regular incoming orders.