Power Networking for Introverts

Be a connector

We all know people like this. We’ve read about them in “The Tipping Point.” They are the ones who always know someone who does exactly what you need. And they know it before you even know it. They offer referrals without asking, they arrange lunches, and they love doing it. They are the connectors. I know a lot of connectors - and I’ve noticed that they all have four things in common.

They are self-described introverts
Each one would rather be doing something besides talking to strangers. Somehow they manage to get out and meet people, get to know them, and maintain the relationships.

They are great listeners
Although they are skilled conservationists, it’s mainly because they are such good listeners. Because they understand you and your business, they know just what you need and who you should meet.

They have a plan
They know how many people they need to contact, and they know how often they need to do it. They set aside planning time, create a system, and they put it into their calendar. They don’t leave anything to chance.

They are highly successful
Even though they focus on others, they have all done very well in business, they are highly-respected, and they’re happy. Helping others has its rewards.

Take a minute to look through your contacts and identify three people you haven’t seen or heard from in a while. Then pick up the phone and invite them to coffee or lunch during the month of September. It’s easy when the focus is on someone else. Introverts can connect!

Networking takes energy

Last evening, I attended an annual networking event in the Denver area, called SummerToast. For business and marketing professionals, it’s a great way to meet new people and reconnect with friends and colleagues. The only problem is, with nearly 400 people in attendance, this event is an introvert’s nightmare. In his great article, “Caring for Your Introvert: The Habits and Needs of a Little-Understood Group,” Jonathan Rauch states that he needs two hours of downtime to recuperate from each hour of socializing. I agree that introverts need more recovery time than extroverts , but some networking events require more time than others. And we need to make sure we schedule the time needed to bounce back.

Having coffee with a new acquaintance or lunch with someone from a different department takes a lot less energy than large networking events, so I try to do the majority of my networking one-on-one. Occasionally, I need to attend a conference or a networking event that draws a large crowd. For these events, I plan time to rest, do some light exercise, or work on tasks that don’t require much physical or mental energy. Then I add that time to my calendar to make sure I don’t forget.

 With a little planning, even an introvert can have the energy it takes to be a power networker.

Get to know people

On Tuesday, I presented my Power Networking for Introverts session through a webinar sponsored by the Association of Independent Information Professionals (AIIP). This webinar was done by phone, and attendees were able to see my slides on their computer screens. Aside from some technical difficulties, it turned out to be a lot of fun, and it was easier talking to a group of people on the phone than I had anticipated. But for me, the webinar pointed out the importance of face-to-face contact. I had none of the non-verbal cues that a speaker gets from their audience. And, because everyone’s phone was muted unless they had a question, I couldn’t tell if they thought I had something important to say, if I was saying it well, or if my jokes were funny.

 When you build your network, you are looking for people that you know, like, and trust enough that you’d refer a friend. You also want those people to know, like, and trust you. There’s no better way for this to happen than to get away from your computer, get out of the office, and talk to people - in small groups or one-on-one. It’s easier to get to know someone with the addition of non-verbal cues and real-time communication. So why not go through your contacts, select just one person you haven’t seen in a while, and schedule a coffee for next week?

Another reason to network

I’ve just returned from a wonderful vacation in Maine. While there, I had the chance to enjoy the hospitality of good friend, Jane John and her husband, DeWitt John. Jane also owns an information business, On Point Research, and we frequently talk long distance about our businesses. It was great that our husbands were able to enjoy each other’s company, because the conversation kept drifting to business, and Jane and I relished the opportunity to talk in person.

Jane talked about networking – not for landing projects, but for enhancing projects. In the information industry, it’s no longer enough to run an online search and hand the resulting documents to our clients. One of the ways that we add value to our projects is to bring in other experts to include different skills and perspectives.

Jane has done a great job of putting together a network for this purpose. She has tapped into professional associations, local business groups, and connections from previous employment. As a result, her clients are always pleased with the results, and they generally become repeat clients.

When you’re building your network, think about the kinds of skills that would improve your service or product. Decide how and where to meet these people, and go out and network!

Networking workouts

Networking for introverts is a lot like working out. You have to start out easy, because you don’t want to overwork before you start to get conditioned. Eventually, though, you need to  work a little harder. It seems difficult at first, and your muscles feel sore. But your ability and conditioning gradually improve over time.

With networking, it’s O.K. to start out easy. Look for what’s comfortable. But sooner or later, you have to push yourself to try new ways to build your network. And sometimes that means reaching out of your comfort zone, feeling awkward and exhausted, but eventually becoming more adept. And then it doesn’t feel that difficult anymore.

As my personal trainer likes to remind me when I complain about being sore after a workout – It means you’re making progress.

Public speaking for introverts

People are often skeptical that an introvert can actually do public speaking. Yes it’s true. It’s much easier to speak to a room full of strangers than to just one. Now that you know the big secret, check out Guy Kawasaki’s blog (one of my favorites). In a recent post, he talks about the “absolute necessities of an engaging performance or presentation.” Public speaking is a great way to promote you, your company, and your products and services. Don’t let being an introvert stand in your way.

Conference networking, introvert style

I’ve been busy preparing for and attending the Special Libraries Association's (SLA) annual conference, where I presented two sessions. For those of you who are not familiar with SLA, it’s an organization of librarians and other information professionals. Members are experts in finding, using, managing, and sharing information, and they work in Fortune 500 companies, nonprofits, universities, the government, their own companies, and other settings. More than 5,000 people attended this year's conference, which took place June 3-6 at the Colorado Convention Center.

A conference with 5,000+ attendees is a frightening place to be for an introvert. But somehow I managed to do some heavy networking and survive (more than a little weary, but I survived!). Fortunately, SLA offers networking opportunities in a variety of settings. You don’t have to attend the open houses or receptions that attract 300 people. Forget about walking into a large room that's full of strangers. You can go to division business meetings, early morning sessions, roundtables, and other events that tend to attract fewer attendees.

Not all conferences offer so many networking venues, so just try talking with the person seated near you in a session or standing behind you while you're waiting for the exhibit hall to open. If you are forced to go to a large event, keep an eye out for fellow introverts. They’re often standing on the side of the room, looking as if they’d rather be having root canal!

It's all about relationships

I just came across another great networking resource, Business Networking Advice. What’s unique about this site is that the author, Josh Hinds, interviews experts in order to get their take on business networking. As I read the interviews, I found a common theme – networking is about building relationships. It’s not about how many events you attend, or how many business cards you collect. C.J. Hayden, author of Get Clients Now! and Get Hired Now!, sums it up very well. She says “Networking is a process, not an event. It consists of building relationships with a pool of contacts from which you can draw opportunities, customers, referrals, resources, ideas, and information.”

Beyond business

Networking does not have to be centered on business. Sure, when you expand your network, you are often trying to expand your business. But I’ve made contacts that have helped my business at events that are not business-related. Try events where participants enjoy a common interest, such as hiking clubs, photography classes, or a homeowners’ association. Alumni associations, golf groups, ski events, and even bowling leagues can also be fertile ground for making connections. Think about what how you like to spend your time, and see where others who share that interest congregate. Whatever you do, make sure you’re getting out and meeting new people.

Read, read, read

Being an avid reader will make you a better networker. Here’s how it works. In addition to my readings that help me keep up in my profession, I make sure I stay up-to-date on a variety of topics, including world events, business trends, and issues that affect my clients. I subscribe to the Denver Post, Rocky Mountain News, Denver Business Journal, Wall Street Journal, and a variety of other trade and general-interest publications. As I read, I look for three types of articles:

• Articles that might interest people in my network – I usually send these via snail mail with a note that says, “I thought you might be interested in this.” Remember, your main goal in networking is to help others.

• Articles that have been written by someone in my network – For these, I send a hand-written note (yes, hand-written!) congratulating them on the great article. It’s a great way to stay in touch.

•  Articles that give me something to talk about – For introverts, one of the hardest parts of attending networking events is thinking about what to say. Stay on top of a variety of topics. It will give you something to talk about.