The Introvert's Secret to Networking

• By: admin
• On: 02/10/2010 16:06:04
• In: CSI News & Views
• Comments: 0

• We have been incorrectly taught that networking is part of the sales process. Networking is not about sales, but about building relationships.
• Introvert networking is different. It’s building new relationships and helping other people. The big networking question is, “What can I do to help this person?”
• What does “help” look like? It’s timely information, introductions, referrals, ideas, advice -- you pick what you’re comfortable with.
• Being helpful establishes your reputation.
• Introvert networking works because it focuses on building small, yet deep, mutually beneficial relationships.
• Networking is not an event, but rather an approach to building relationships.
  

• Getting involved in committees develops a baseline of relationships by working together. Being involved helps you establish new relationships and maintain existing ones.
• When first joining an association, to get over the hump of being the “outsider,” you need to attend all the time. Rule of thumb: after joining an association, you must go to every association event for the first six months.
• Mind your posture – good posture exudes confidence, and confidence attracts other people.
• How to break the ice? Ask yourself, “How can I help this person?” Ask event or association questions. Discuss the topic of the meeting.
• Don’t hand out brochures (unless you’re at a trade show); don’t drop more than 2-3 names; don’t show up late and leave early; don’t talk too much about traffic and the weather.
• When networking, avoid the business card approach, the sales approach, the elevator speech (or at least recognized when you don’t have to give the speech), or targeting a room.
• Do spend at least one minute speaking to someone; repeat their names; don’t talk about business but rather talk about common interests; have three stories to share (family, business, current affairs) as these help illustrate who you are; keep each story to around 20 seconds.
• A two-way conversation is the key. Don’t dominate or monopolize a conversation.
• Develop a HOT-list of 15 to 30 people as your network core. The people in your core should be viewed as your friends, people you trust, people who are in the same circle of influence. When you trust someone in your core, you’ll likely trust their referrals, too. This is NOT about focusing on potential clients.
• Your HOT-list should be small; your network should be broad.
• Corporate culture on networking should be, “Were you able to help anyone?” or, “Were you able to build some relationships?” and not, “How many business cards did you collect?”
• Don’t forget to follow up on promised help or introductions. Only 20% of people actually follow up. Tip: a sure way to build a terrible reputation is to not follow-up.
• Don’t forget to say “Thank You”, either with a card, bottle of wine or champagne, or lunch. As a society we have a lack of gratitude, and show little generosity.
  

• If you’re not motivated to network, look at your personal goals and ask yourself if you’re satisfied with your current position. Are you looking to improve, to build upon yourself?
• “An introvert with focus will always outperform an extrovert that lacks focus.”
• Networking is about you; it’s about cultivating a career; it makes your life easier as others work to help you, just as you’ve helped them.
• The good networker is the LAST TO BE LAID OFF, and often the FIRST TO BE PROMOTED.