Networking: Use Your Preferred Communication Style

1. Networking: Use Your Preferred Communication Style Welcome!

2. Definition of Extroversion • Direct energy outwardly and are energized by the outside world. Enjoys involvement in events and having a lot of different activities. • The following statements generally apply: • Seen as “outgoing” or as a “people person.” • Comfortable in groups and likes working in them. • Have a wide range of friends and know lots of people. • Sometimes jump too quickly into an activity and don’t allow enough time to think it over. • Adapted from Looking at Type: The Fundamentals by Charles R. Martin (CAPT 1997)

3. Definition of Introversion • Direct energy inwardly and are energized by reflecting on their inner world. Often prefer doing things alone or with one or two people. Take time to reflect before taking action. • The following statements generally apply: • Seen as “reflective” or “reserved.” • Comfortable being alone and like things I can do on my own. • Prefer to know just a few people well. • Sometimes spend too much time reflecting and don’t move into action quickly enough.

4. Definition of Networking • Asking people you know or could get to know through others to share information, ideas and support to help you move forward • Networking is not making cold calls • Networking is forming relationships

5. Selected Strengths of Extraverts • Interested in the external world • Their focus is on people and objects • Enjoy being with others and like group activities • Like to be noticed • Sociable, enthusiastic, eager to try new things • Live in the present moment • Often know a wide range of people

6. Selected Strengths of Introverts • Concentration, focus • Carefully thought-out goals • Skilled in listening and observing • Seen as stable people with depth • Reliable, dependable • Often form deeper, longer-lasting friendships • Behavior is generally seen as consistent • Thoughtful, sympathetic • How Can These And Other Strengths Be Used In The Networking Process?

7. Practical Tools for Networking

8. Practical Tools for Networking • Conversation Starters • The occasion • The location • Nametag information • Visual cues • Conversation Continuers • R – relationships (important people in their lives) • O – occupation (what they do for a living) • A – activities (what they do outside of work) • D – drive (motivation)

9. Helpful Strategies for Networking • Have a script – don’t try to wing it • Know what you want / define the outcome • Practice, practice, practice – in the face of stress, we will revert to comfortable behavior • Adopt a “stage persona” – your best self • Use “enthusiastic” language • Use your conceptual / intuitive skills • Suggest a commitment - don’t be satisfied with “I’ll keep you in mind” • Tell them “This is how you can help me” • Walk them through your networking brief • Do effective follow up - Use email effectively,not as a way of avoiding people

10. Wrap Up • An extrovert can’t “play” an introvert, but an introvert can “play” an extrovert. How? By developing a greater ability to stretch outside the comfort zone. This comes through practice, practice, practice! • Ask Yourself: • What new networking techniques do I think I can implement? • What have I found helpful in the past? • Who do I know that can help me with this?

11. Thank You