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.  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 1. B 2. B 3. A 4. B 5. B 6. A 7. B 8. A 9. B 10. A  Introvert 1. A 2. A 3. B 4. A 5. A 6. B 7. A 8. B 9. A 10. B

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

14. More about Introverts  Inner directed  Think to talk  Energize alone  Enjoy few stimuli  Need concentration  Focus on thoughts on ideas (rather than people/events)  Prefer one-on-one  Value privacy

15. Introverts are Not Shy  Introversion and extroversion are about what goes on internally, not externally.  Introversion is not something you can “fix.”  Introverts can totally network!

16. How to Network as an Introvert  Plan ahead  Listen and process  Take breaks  General Tips  Think to talk  Go deep  Energize alone

17. How to Network as an Introvert  General Tips  Plan ahead  Listen and process  Take breaks

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

19. 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.

20. 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

21. 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

22. 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.”

23. Practice  Meet at least 3 people

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

25. 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.

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

27. 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)

28. 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.

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

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