• TOPICS
  • EVENTS

    Business Writing and Presentations
    Wed., Sep. 4-Dec. 11, 2019
    6:25-9 p.m. ET
    New York University
    (graduate course)

    Presentation Skills for Introverts®
    Thu., Mar. 26 & Apr. 2, 2020
    6-8:55 p.m. ET
    New York University
    (2-session workshop)

    PAST WEBINARS AVAILABLE ON DEMAND:

    How to "Talk the Talk" at Professional Events (free)
    Columbia University Alumni Career Services

    How to Think on Your Feet: Improv Skills for Business
    Co-facilitators: Nancy Ancowitz and Carl Kissin
    American Management Association

    How to Deliver Powerful Presentations as an Introvert
    American Management Association

    Essential Management Skills for Introverts
    American Management Association

    How to Project Confidence with Demanding People
    American Management Association

    Secrets of Successful Public Speaking
    American Management Association

    SAMPLING OF IN-HOUSE WORKSHOPS:

    Tango for Leaders
    For organizations

    Success Strategies for Introvert Leaders
    National Institutes of Health
    (Workshop for NIH employees only)

  • BOOK REVIEWS
    Publisher's Weekly
    "Best Books"
    The New York Times
    "Currently winning our race for most intriguing book title of 2009 is the oxymoronic “Self-Promotion for Introverts” by Nancy Ancowitz (McGraw Hill). The 'how to' book is filled with tips (rehearse is a favorite). The author’s tone is supportive and she does not argue that introverts should become live wires. But what else would you expect from a book whose subtitle is 'the quiet guide to getting ahead'?"
    The Wall Street Journal
    "…showing how quiet people can turn their innate strengths into an advantage when networking."
    ABC News
    "Best Book Gifts"
    Los Angeles Times
    "Whatever's behind your reluctance to speak out for yourself, this is the first book I've seen with serious research on the topic that leads to a new game plan."
    CIO Insight
    "Must-Read Fall Books for IT Execs"
    Star-Ledger
    "Best New Career Books"
    POSITIVE PSYCHOLOGY NEWS DAILY
    "Offers a solid dose of practical advice—alongside humorous anecdotes.... Ancowitz shows introverts how to take advantage of the unique qualities and strengths they can offer."
    The Independent Consultant
    "There is great value in this book, whether you are promoting your own business or consulting practice, or just want to be sure your talents are recognized within your larger organization."
    Small Business Trends
    "Written by an introvert for introverts."
    Ft. Myers Florida Weekly
    "'Self-Promotion for Introverts' is a primer on doing just that—helping 'quiet sorts' assert themselves by using their inherent tendencies in the most effective ways."
    Women and Leadership Australia
    "Pitched perfectly. Our rating: 10/10."

The Secret to Getting the Job, the Raise, the Promotion, the Deal

Heads up, introverts! What does it take to get the job, the raise, the promotion, or the deal you’re after? Do you have to be a loudmouth or a blowhard? Hardly. If often boils down to how well you target the interests of one or just a few key stakeholders—a hiring manager, your boss, a client, or sometimes “the committee.” Let’s do that now.

Remind yourself that you don’t need to target “el mundo.” In fact, it’s impossible to appeal to everyone. Yet, it’s easy to lose sight of that. Also, avoid wasting your energy worrying about what other people think of you. Or how they’ll turn you down. No need.

After all, if we turn the tables, you have extensive experience as a target audience. People try to sell you stuff everyday—and often, they miss the mark. Why? They don’t get what matters to you—because they didn’t spend the time to find out—by doing a little digging and asking around.

Not you. You’ll use your quiet strengths to your advantage. You’ll research to find out what really matters to Jo(e) Stakeholder. Is she more concerned with cutting costs? Is he hellbent on bringing in more clients? Raising the organization’s profile? Gunning for her own career advancement? Or just getting through a current crisis? You’ll take the time to find out.

Next, you’ll address precisely what matters—in tight, well crafted written and spoken language with an express lane to Jo(e) Stakeholder’s brain. After all, you’re in your sweet spot when you’ve done your homework, you’ve listened carefully to what your stakeholders care about, and you focus on speaking their language.

I have a mantra you can use whenever you address your stakeholders. Before you write a sentence or utter a word think “you, you, you” (about them, them, them). It’s not the most popular word in the world of advertising for nothing! So start your e-mails and phone conversations with a line or two about the other person—inquire about her latest news, congratulate him on his promotion, or describe a solution to a problem you can solve for her.

Here’s another shortcut. Answer the following questions and you’ll be on your way. Assuming you’re an introvert, go into a quiet space where you won’t be interrupted, focus on your stakeholders, and answer these questions. An extrovert would probably prefer to do this out loud and in collaboration with others. Whatever works! Ready for this mental exercise?

What stakeholder(s) do you need to target (for the job, the raise, etc.)? There’s usually an obvious answer; consider who else might influence the decision to hire or promote you.

  1. What matters most to your stakeholder(s)?
  2. What are their challenges?
  3. Which challenges can you help them address?
  4. How can you hit a home run for each stakeholder?

Now articulate what you’ve got that Jo(e) Stakeholder really needs. Buff it up until it twinkles. Then hit “send”!

My hope in sharing this exercise is to get you moving toward clinching that deal. Of course, you can do a lot more thinking about this. To dive deeper, check out Chapter 4, “Your Target Audiences: Going Inward and Reaching Outward,” in my book, Self-Promotion for Introverts®.

©Copyright 2010 Nancy Ancowitz

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