The Introverts Guide For Turning LinkedIn Strangers Into Clients (WITHOUT Spamming)

The pandemic has eased my introversion. Especially with being on a video, or on a live Zoom call with a group of people.

But I had another challenge. How can you build trust online?

Myself and Pam (the extrovert), organised in-person events. And suddenly everyone was housebound.

That was in the days when most believed, a huge chunk of them without any doubt, that you could only really build a relationship that led to business by meeting in-person.

I didn’t quite believe that was true, but did agree that in-person was especially effective.

I’d done plenty of business myself with people all over the world I hadn’t physically met via LinkedIn.

Online, and group Zoom calls, at least for me, no way!

Now I was open minded enough to believe it could work.

But as a shy guy, being in a group networking situation was NOT my comfort zone.

Introverts may agree with this. The thought of being in a group situation, and any expectation you had to be spontaneous, is terrifying.

And the larger the group, the worse that fear is.

So we tried a couple of formats – YouTube. I co-presented with Pam, but it was only me and her on screen.

She did most of the extroverty stuff. Meanwhile the participants networked via chat.

It was dreadful. But some of the more introverted didn’t mind it. They weren’t on camera. And could type and compose their thoughts in the online chat.

But there wasn’t the same atmosphere as at an in-person event.

So, quite selfishly, I thought of Zoom and gulped. It had to be the way. But how could I make it work for me, and people like me?

Even introverts can get more comfy with these three things:

1. Structure. Knowing what you’ll be expected to do and say in advance
2. Smaller groups
3. Afterwards, for a circulated list of profiles of those attending, connecting on LinkedIn

They couldn't be too small though. And from somewhere, the title “Random 11” sprung to mind. An event format, where apart from you, there was a chance to break the ice with 10 others.

It also made them short - 40 minutes maximum. Which I think is much more comfortable for the less outgoing.

In reality, it’s difficult to get precisely that number. But the name stuck. Mostly one or two above that number. Or occasionally just under (like on a super hot day in the UK!).

And a simple and obvious format.

The event host adds a number of tabs to a Google Chrome window, each with the LinkedIn profile of everyone due to attend.

They then screen share and display each of the profiles in turn, inviting that person to briefly outline what they do, and the types of clients they seek.

Since then, we’ve added another bit. Random one-to-one breakout room meetings. 5 minutes or so each, to go into more depth with another.

The format has converted many online introverts, into ambiverts who can cope with this.

Like me, one-to-one situations are much more comfortable. And if I know the only other thing I will be required to do is a short intro of my business to a small group, I can do it.

I have to admit, at first Pam and others did the event hosting. Now I do it too as the format is so relaxed.

So I feel at least partially cured! But ask me to tackle a networking event in a crowded bar, and I’ll still gravitate to one of the four corners.

So what happened with these events?

Over time, as I was hosting them and flicking through the recommendation sections, I started to see them from fellow participants.

In other words, people were buying from each other.

This simple format has built trust between people who had never met. So much so, it led to business being done.

And then there’s the referrals. Aside from the short 1-2-1’s within these group meetings, we’d created a 1-2-1 meeting programme.

So people could meet in longer private Zoom calls.

And you could see the results at the beginning and end of Random 11 calls – where people would update each other on referrals they’d given.

The result quite simply is business – even for the introverted (or formerly shy online people).

So, would you agree that you CAN do business now without ever meeting in person?