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What if the online business space is actually catering mostly to extroverts?
It’s not something that jumps out at you right away, but when you take a closer look – from how we’re expected to sell to the way we’re told to show up online – it’s pretty clear it’s all geared towards people who thrive in high-energy, social environments.
And let’s be honest, even if you’re an online business owner, being “on” all the time can still wear you out, right?
Now, nobody’s doing this on purpose, but it’s definitely something to think about. Are we accidentally overlooking a part of our audience?
Take lurkers, for example. They often get a bad rap in the online business world. But here’s the thing: those lurkers? They’re usually the introverts in your audience.
And their buying behavior looks totally different from the extroverts or ambiverts(people who feel like they’re both introverted and extroverted at the same time) in your audience.
So, what if we recognized that different people – especially introverts – buy in different ways? Wouldn’t that help us create an experience that feels more welcoming for everyone?
Let’s look at five things that’ll help you better understand how introverts approach buying or investing.
1. For Them, Research Is a Must
When an introvert wants to buy something, especially something they consider to be expensive, they will do tons of research. They’ll look you up on Google, read testimonials, read your sales page and compare your products or services.
Why? Because they hate buyer’s remorse. They’d rather spend a long time researching than worry they’ve made a bad decision.
So give them a place to go to gather all that research. Like your website, even if it’s a one-page website.
Not having a website is like forcing them to get into your DMs – and chances are, they’d rather avoid reaching out unless they already feel super confident about working with you.
2. Information = Comfort
For introverted buyers, information isn’t just power – it’s comfort. The more they know, the more secure they feel in their decision.
Think about it: If you’ve ever been disappointed by a purchase, you know how that feels. So when they’re considering your offer, they want to feel sure they’re making the right choice. How? By having all the details available.
So lay it out there for them —your pricing, deliverables, processes, expectations. They want to know exactly what they’re getting, so they can make an informed, confident decision.
3. They take longer to move through the buying process
When an introvert is considering buying something, they’re not thinking short-term, they’re thinking long-term.
That’s why they take their time—they’re not just looking at whether they like something; they’re weighing the pros and cons and figuring out if it’s truly the right fit for them.
Because they take their time, introverts may take longer to move through the buying process.
And while some might occasionally buy on impulse (especially for smaller stuff), it’s pretty unlikely when it comes to your high-ticket offers.
4. They Loathe High-Pressure Sales Tactics
If there’s one thing that will turn an introverted buyer away, it’s feeling rushed or pressured into making a quick decision.
Introverts need time and space to make decisions at their own pace.
So, instead of pushing them to make a decision on the spot, allow them the time they need to process. Make sure they know the door’s open when they’re ready – but don’t rush them through it.
They appreciate it when you respect their process, and in return, they’re more likely to work with you when they’re ready to move forward.
5. They prefer minimal interaction
Introverts are less likely to get into your DMs when they’re interested in working with you.
In fact, when they’re interested in what you offer, they’ll probably avoid contacting you until they feel completely ready.
They prefer to keep interactions to a minimum (cause you know how it is – show interest in something once, and suddenly your inbox is flooded with “just checking in” messages).
This doesn’t mean they’re not interested. They’re likely following your content, reading your emails, and considering your offer. But they’re doing it on their own terms, in their own time.
For introverts, reaching out is a big step. When they do contact you, it often means they’ve already done their homework and are pretty close to making a decision. At that point, they’re not looking to chat – they’re looking to move forward.
The takeaway?
When you start to recognize that people engage with your business in different ways, you’re opening the door to a broader, more inclusive audience.
So it’s not about choosing between introverts and extroverts. It’s about making sure your business has room for both.
When you create a welcoming environment for introverts, you’re also building a more thoughtful, inclusive brand overall that makes everyone in your audience feel seen and valued.
And if you’re a female business owner and your brand or website feels off, but you can’t pinpoint why, then sign up for a Design Clarity Hour Session.
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