Power Networking for Introverts

Not just for women

I recently came across a great article by Jill Lubin, co-author of Guerrilla Publicity, The article,"Business Networking for Women Entrepreneurs: Connecting is the Key to Magical Networking,” talks about women, networking, and building relationships. But I don't think this is just for women. There are some great tips in here, and it's a great read for women AND men.

How can you help?

Another one of those First-of-the-Year tasks around here is cleaning out my files. As I glanced through my folder with networking ideas, I came across a tip I had saved from Robin Neidorf, of Free Pint Limited. I especially like this one because it solves two problems when it comes to networking: 1) keeping the conversation going when you're at a networking event, and 2) figuring out how you can be helpful to others:

When you talk with someone, ask them about their business and what they need to move them forward in the next 30 to 60 days. You will often hear about little nagging things, like "I need a database programmer to finish this project," or "I wish I had an intern to do the leg work to follow up on all these prospects!"

 Following up with a referral that helps solve their problem is a great way to build relationships!

Tips for shy people

Here's a must-read article for introverts. It's called How to Network: 12 Tips for Shy People, and it was written by Meridith Levinson for CIO. I especially like the part about not apologizing for being awkward or for asking people for help. Introverts tend to apologize a lot, and it's refreshing to know that some things are just OK.

(Thanks to Ellen Naylor of The Business Intelligence Source for sending me this article)

What about all those business cards?

Friend and colleague, Christine Hamiltion-Pennell of Growing Local Economies, recently asked what I did with all the business cards I collect. Here's what I told her:

After I follow up with e-mails, hand-written notes, or phone calls, I decide which contacts I want to maintain. I  enter those into my contact management system (I use Outlook), making sure I include notes about where we met and anything else I may want to track.I also schedule a task in Outlook that will remind me to follow up on a regular basis. Then I toss the cards into the recycling container.

I don't like to keep cards around because they add to the clutter, but I make sure they get entered into my system. What do you do with the business cards you collect from your networking activites?

Making a good impression

Introverts tend to worry about what other people think. When we first meet someone, we worry about saying just the right thng. When we call to connect over coffee, we worry that they will think we're being pushy. The list goes on. We spend so much time worrying, it's hard to have fun. If this sounds all too familiar, take a look at "Eight Essential Tips to Overcoming Shyness and Making a Good Impression" by Cyan Ta’eed. What I found interesting is that every one of these tips focuses on the other person. Give compliements, listen, remember details about them. This is good news for introverts because it takes the spotlight off of us and onto the other person. So read all the tips, and try them out at your next networking event.

Add some variety to your network

I was recently reading an article in the Daily Camera about the networking scene in Boulder, Colorado. The author, Liz Ryan, said something that really struck a chord. She suggests that when it comes to networking, we should make sure we “meet businesspeople outside of our own silos.”

This makes a lot of sense. The idea of networking is to help other people get what they need. If we only hang out with people within our own industry or niche (as introverts tend to do), how will we meet all the different types of people that we need to be of any use to our network? Community events, Chambers of Commerce, business leads groups, charitable boards, and social clubs are just some of the ways to expand your network and add some variety. Next week, why not set a goal to meet just one new person from outside your own silo?

What’s your image?

When you’re out there networking, what sort of image are you projecting? Do you arrive at meetings well-prepared, or do you shuffle through your files looking for what you need? Are you attending networking events dressed in Dockers and an un-ironed shirt? How about your e-mails? Are they concise, and convey your message without any misspelled words? If you’re an introvert (and even if you’re not), networking is hard work. So, don’t waste your time or your energy. Take a few minutes and take stock. Consider your appearance, your manners, and anything else that affect those ever-important first impressions. Make sure you’re projecting the right image.

Don’t expect overnight results

Many introverts network for business development. For some types of businesses, the best way to build your client base is to build your network. For these people, networking is crucial and – even though they would almost always prefer to be home alone – they force themselves to join organizations, have coffee with strangers, and attend Chamber of Commerce mixers. And do you want to know what’s really frustrating? Sometimes it takes a very long time to see the fruits of all their hard work.

A friend recently told me she had landed a new client with a large project. She tracked this new client to someone she knew through a local professional association. She's been an active member, serving on several committees, for nearly four years. But it wasn’t until she had worked for a year on a committee with this connection that he was able to make the referral. Building your network for business development requires that people get to know, like, and trust you – and that doesn’t happen overnight.

Cultivating contacts

This should be of interest to introverts everywhere. Blogger Brian Tannenbaum’s recent post is a “Call to Stop Networking.” Before you cancel that networking coffee you have scheduled for tomorrow, read on. Actually, you don’t stop networking, you redefine networking. Networking isn’t about who can collect the most cards, it’s about building relationships. And you can’t do that if you only look for new contacts. You need to nurture the ones you have.

Expand your LinkedIn network

When it comes to LinkedIn, many introverts are unsure of how to get involved. We are often shy about asking people to join our network. We wonder if we’re being too forward. What if they say no?

I talked about this with Mike O’Neill, who offers some great LinkedIn workshops, and he suggests that we take advantage of the Classmates, Colleagues, and Contacts features to build our network. Once you have a profile and you’ve logged in, go to Home. At the bottom of the Home page, under the Network heading, you’ll find links for Colleagues, Contacts, and Classmates. Click those links, and LinkedIn will find other LinkedIn users who have worked for the same companies as you, attended the same schools, or who are in your address book. Since you already have some connection with these people, it’s much easier to ask them to join your LinkedIn network.