Networking for the Introverted

1. Networking for the Introverted Mark Zhang

2. What is Networking? • Expanding the circle of people you know. • Building and maintaining connections for shared positive outcome.

3. Why Network? • Think of a Big Goal • Networking will help you get there

4. Why Network?

5. Hold on a Minute!

6. Hold on a Minute! • Networking is boring and painful! • Networking makes me feel awkward and exhausted. • Networking never works. • Extroverts are better at networking.

7. The Wrong Advice • A lot of traditional networking advice goes like this: • Always put yourself out there. • “Never eat alone” • Promote yourself constantly • More contacts = more success

8. The Wrong Advice • A lot of traditional networking advice goes like this: • Always put yourself out there. • “Never eat alone” • Promote yourself constantly • More contacts = more success • This is extrovert-centered advice! It was never intended for introverts. • Introverts need a different approach.

9. What is an Introvert? • Introverts • Think to talk • Go deep • Energize alone • Extroverts • Talk to think • Go wide • Energize with others

10. Self-Assessment • For each pair of choices, assign 3 points between each pair based on your point of view. • For example: • A = 3, B = 0 • A = 1, B = 2

11. Self-Assessment 1. A) An ideal day off includes time on my own. B) An ideal day off is spent with others. 2. A) People may consider me a private person B) People may think I talk too much. 3. A) When networking, I am good at circulating the room. B) When networking, I usually focus on one or two people. 4. A) I prefer working independently. B) I prefer working as part of a team. 5. A) Ideas come to me by thinking things over. B) Ideas come to me by talking things through. • 6. A) I prefer being with a group of people at lunch. • B) I prefer one-on-one or alone time at lunch. • 7. A) I am uncomfortable making small talk. • B) I am a natural conversationalist. • 8. A) I make friends wherever I go. • B) I have few true friends. • 9. A) I I often feel misunderstood. • B) I am easily understood. • 10. A) Colleagues get to know me easily. • B) Most colleagues do not know me well. Source: “Networking for People who Hate Networking”, Devora Zack

12. Self-Assessment • Extrovert • B • B • A • B • B • A • B • A • B • A • Introvert • A • A • B • A • A • B • A • B • A • B

13. Results • 26 – 30Strong preference for dominant style • 21 – 25Preference • 16 – 20 Slight preference

14. How to Network as an Introvert • General Tips • Plan ahead • Listen and process • Take breaks

15. Meeting New People • Plan ahead • Approaching Someone • Making Small Talk • Making an Exit • Write it Down • Taking Breaks

16. Plan ahead • What are you comfortable sharing about yourself? • Prepare meaty answers to questions like “How are you? Where are you from?” • Prepare questions. What are you interested in in the people you meet? • Plan who you want to talk to and focus on them. You are about to network with each other. Take a few minutes to prepare.

17. Approaching People • Ask an offhand question • “Have you ever been to one of these before?” • “What kind of cheese is this?” • Note unusual style, accessories, etc. and compliment • Smile • Make eye contact

18. Making Small Talk • Focus on others. • Ask them questions about themselves • Listen and be interested in what they say • Continue asking insightful questions • Be prepared to answer the questions you ask Get up and meet 1 or 2 people

19. How to Make an Exit • Plan your exit ahead of time • Be gracious and warm. • “It was really nice talking with you.” • “I’m going to get some fresh air.” • “I’m going to walk around some more.” • “I don’t want to stop you from meeting other people, but maybe we can add each other on FB and continue the conversation there.”

20. Practice • Meet at least 3 people

21. Write it Down • Name (with pronunciation hints) • Event location, date • Personal Facts (family, birthday, interests,…) • Brief conversation summary • Intended follow-up

22. Take breaks • If you’re at a networking event or a party, it’s okay to take breaks! • It’s also okay to take the night off (refuse the evening events at a conference, etc). • If you are exhausted, you will NOT make a good impression.

23. Building Lasting Relationships • This is where introverts can really shine. Two parts: • Follow up • Keep in touch

24. Follow up • Reference something specific in the conversation you enjoyed hearing about. • Ask how a new project is progressing. • Ask how their kid is doing • If you really want to impress, send a handwritten letter. • Be thoughtful and sincere. (introverts are good at this)

25. Keep in Touch • It’s tough! Here are some ideas: • Get lunch if you’re in the area. • Send them relevant articles. • Ask if they’d like a referral. • Refer someone to them (ask them first) • Ask for help! • Go out of your way to help them.

26. Summary • Introvert-centered Networking • Think to talk • Go deep • Energize alone • Plan ahead • Listen and process • Take breaks

27. Life is one big networking opportunity • Recommended Reading: • Networking for People Who Hate Networking Devora Zack