A common assumption is that a "people person" is the best type of networker. But this isn't necessarily true. Often, introverts eliminate themselves from networking because they aren't good at initializing conversations. That's unfortunate, because they're actually better at the part of networking that's more important to the relationship-building process. Below are a few tricks of the trade to help you get over the hump.
- Use a broad definition of networking
It's not just about generating sales. Networking yields market intelligence, business advice, new hires and leadership guidance, for starters. You can network with former and current customers, business associates, service providers--even competitors.
- Honor reciprocity
There is a currency to good networking relationships, or a give and take. Sometimes you give me leads and I give you leads. Other times it's different but equally valuable, such as I give you information and you give me introductions. When someone does something for you, look for an opportunity to pay her back. It doesn't matter if you're transferring the same thing; it just has to be balanced and valuable to both parties.
- Select a few networking organizations and get deeply involved
In most cities, you could spend every morning and each night at a different networking event. While that might be fine for the first year of your business, it eventually becomes a waste of time. You get more bang for your time if you pick a few quality organizations that directly touch your market and--even better--your specific customer base. Get involved on a committee or a board so you can build real relationships beyond exchanging business cards. Just make sure you make the time to honor your commitment, or you'll do your reputation more damage than good.
- Attend only high-value networking events and make them worth it
It's helpful to attend some networking events; just select the few that count. People often envision a roomful of strangers upon whom they have to foist themselves. First of all, if you serve on an organization's committees, then that group's networking events will be filled with people you know. It's much easier to enter a room where there are friendly faces, and you benefit from introducing each other around. Further, you can save yourself a lot of lunches by catching up with multiple folks in your network at one place.
- Constantly evaluate your networking activities
Time is a limited commodity and you must be vigilant about spending yours wisely. Regularly assess what you're getting out of your networking groups or relationships to determine what you might have to change. If you're sitting on a professional organization's committee to get business and you haven't gotten any, perhaps it's not the right use of your time.
- Have a system to stay in touch
This is where analytical types have a leg up. You need a system to make sure you get in touch with your network on a regular basis. Keep a good contact system and look through it regularly. I supplement mine with a running call list of people whose names I add when I think of them. I work through the list on a regular basis by scheduling lunches and coffees or just sending an e-mail.
- Use e-mail
Nowadays, you don't have to speak to contacts. You can write and rewrite your message until it's right. And you don't have to worry about saying something stupid because the person caught you off guard. Of course, you lose the intimacy of a personal meeting, but you can sometimes compensate for this by sending an extra e-mail or two.
- Read everything
When something is published about someone you know, send a congratulatory e-mail. Incessant reading means getting gossip without having to gossip. Just be sure to act on it.
- Go to parties rather than dinners:
If you're like most introverts, the problem isn't the quantity of people, it's having to show up at all. You can kill more birds with one stone by making one of your rare social appearances in front of lots of people. And think ahead: Have a few things prepared and ready to say to other partygoers.
- Help others
For instance, send leads to jobseekers you know. You don't have to talk to them, but they'll remember the favor and view you as a friend. My husband maintains a list of specialized job sites that he sends to friends who have recently lost jobs. They're grateful for his help and the time it saves them, while my husband is grateful that he only has to research job sites instead of having to talk to people.
- Send New Year's cards
Sending cards at year-end is tantamount to saying, "You're someone I care about." So send cards generously. If you can, include a short note to each person. Sure, it's a struggle to find things to say, but since it's early November, you have two months to think. Write a few cards each day, and when you're stuck for words, remember the key to good networking: Be interested in other people and talk about yourself in interesting ways. Networking is one of those long-range, money-in-the-bank types of things; you never know when something you say will have big return. So introverts, start writing!
- Start A Blog
If you’re trying to get noticed online, all you need to know is that search engines love blogs. The fact that they are updated regularly and typically filled with keyword-rich content makes them an irresistible target for search-bots. If you’re looking for work, a blog dedicated to your specific area of expertise is a great way to get noticed, and to develop a reputation as an expert in your field.
- Write For Trade Journals
Virtually any industry you can think of has at least one dedicated trade journal, and these publications are always on the lookout for well written articles on relevant subjects. If you’ve got the writing skills and the industry specific knowledge required to create compelling content, this is a great way to establish a reputation as an expert in your field.
- Volunteer For Speaking Engagements It might sound strange at first, but there are plenty of introverts who are talented public speakers. Local business and civic organizations are always in need of speakers for their regular meetings, and volunteers are usually welcome. These meetings are precisely the kind of event where a lot of networking takes place, and you can use that to your advantage.
- Place An Ad
While it’s true that most jobs are never advertised, it’s also true that business owners and managers frequently read the classifieds just to keep up with what the competition is doing. If you’re seeking work in a specific industry, consider placing a position wanted ad.
- Volunteer For Non-Profits
Most non-profit organizations are under-funded, and under-staffed, and they welcome all the volunteer help they can get. Find an organization whose work you admire and volunteer your services. It’s a great way to meet people with similar interests who just might be your key to discovering hidden opportunities.
- Analyze your results
Introverts are intuitive and analytical. Use that skill. What is working? What isn’t? Where do you get the most bang for your buck?
- Don’t spend too much time on it
If you wear yourself out, you won’t ever want to do it. Accept your limitations and just do 1 or 2 events a month. It takes a long time to build these relationships, so it’s better to stick with a few groups over the long haul than 10 groups for two months.
References:
http://www.entrepreneur.com/marketing/marketingideas/networkingcolumnistivanmisner/article178726.html
http://www.womenentrepreneur.com/column/3812.html
http://www.businesspundit.com/how-to-network-for-introverts/
http://www.bankrate.com/brm/news/career/20031110a1.asp
http://chrisberryonthe.net/2008/08/15/networking-alternatives-for-introverts/
