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why introverts make better networkers
Failure is simply the opportunity to
begin again, this time more intelligently.
âHENRY FORD
Youâd rather get a root canal than go to a networking event.
But you know youâre supposed to, right? Everyone says how important it is in landing that dream job, securing your next client, or connecting with a high-level contact who could launch you into the stratosphere. You know you should do it . . . but itâs just agony.
Then something happens. Maybe you hear about potential layoffs. Maybe you look up from your work and realize you donât have any customers in the pipeline. Whatever the precipitating event, it takes something seriously scary enough to make that pain worthwhile, to get you out of your comfort zone and into the networking room.
So you decide that, yes, you have to go networking. You go online and find an upcoming event and say, âAll right, I can do this.â You put it on your calendar. It hovers there for days. Part of you is freaking out: âNo, I donât want to go!â Then another part yells back, âYou have to!â
Thereâs a feeling of dread as you park your car and reluctantly head into the event. As you walk into the room, your eyes desperately dart around for a familiar face; even though youâre trying to expand your network beyond the people you already know, itâs far less daunting than approaching a stranger. All the while, youâre thinking, âWhat if no one likes me? What if this is a complete waste of my time? What if I say the wrong thing?â Itâs like the first day of school all over again.
Failing to see anyone you know, you muster your courage, take a deep breath, and approach the first person you see. Walking toward them, you feel your nervousness take hold. You shake hands and smile courteously. Then you go through the awkward song and dance of introducing yourself: âHi, Iâm Jane Smith. Oh, John Doe? Nice to meet you. What do you do?â You stand there, listening for an indicator that they are the person youâre looking for. Youâre desperate for a new lead on a job (any job) or a new client (any client).
He responds with, âNice to meet you, too, Jane. I sell insurance. I would love to talk to you about your insurance needs.â
Ugh. You didnât come to talk about insurance! âOh, I think Iâm good on insurance, but thank you!â Now itâs awkward until John Doe asks what you do. âThank you for asking. Iâm a business coach/accountant/managed service provider.â
âHmm, I already have a coach/accountant/managed service provider Iâm happy with.â
Thatâs when you think, âOf course you do, so why did I come to this stupid thing in the first place?â Now what? Do you try to tell him why you are better? Try to hustle him away from the person he just said heâs happy with? You donât want to feel like youâre shoving something down his throat. Perhaps you take the other path, somewhat desperately asking, âDo you know anybody else who might need a coach/accountant/managed service provider?â
John Doe says, âI canât think of anyone off the top of my head, but Iâll keep my ear to the ground! In the meantime, can I give you my card in case you change your mind about your insurance needs?â
You donât want his card, but you take it to be polite. You know heâs not going to change his mind either, and he wasnât really who you wanted to connect with in the first place. But you hold out hope that, somehow, this encounter will magically turn into a lead.
What do you do now? Youâve both done the song and dance. You both realize thereâs no reason to go any further with the conversation. Neither of you wants to look like youâre there only to hunt for your next leadâthat would be rude. So you smile, one of you makes up an excuse about going to the bathroom or grabbing something to drink, and the other sighs in relief.
Then you have to do the same thing all over again.
Many networking books out there tell you to set a target, such as speaking to five people before you can go home. Perhaps you force yourself to go through the motions four more times. But, of course, those conversations are just like the first. You find yourself wondering, âWhy do people say networking is important? Iâve just wasted half my day!â
After two hours of sheer torture, you go back to your office to lick your wounds and deposit the stack of business cards received, putting them with all the others youâve collected over timeâall the people youâre supposed to follow up with but never do. You probably canât even remember what you spoke to them about. The only thing you know is that you didnât connect with the people you needed to, so why even bother? You get back to work, already behind because you spent half the day networking.
I say âspent,â but the real word there is âwasted.â Youâre no closer to a good business connection than you were yesterday. Youâre actually worse off because you spent money on gas and the admittance fee, gave up your time, and severely drained your mental and emotional energy.
You rationalize that your failure is because youâre an introvert. After all, the extroverts you saw around the room looked like they were doing great. They must be locking down deals and promotions all the time. If only you could network like them.
But you believe thatâs not possible for you.
So you convince yourself, at least for now, to endure.
Two or three months later, things take a turn for the worse. In desperation you think, âI have no choice; I need to go back and network.â You decide that, this time, youâll do better. You go online and read some networking tips and strategies.
You try one or two of the tips, but networking is still as awkward, painful, and wasteful as before. The expertsâ advice doesnât make it any more bearable. To you, networking feels like trying to be someone youâre not. Sure, itâs easy for the extroverts, but networking makes you feel like an introverted square peg forced into an extroverted round hole. You feel sleazy and inauthentic, and you hate small talk! âI guess I just donât have what it takes,â you tell yourself.
Iâve been there. For introverts like you and me, if weâre willing to push ourselves to do it at all, networking like this is torture. Itâs not what we got into our chosen profession to do. We just wanted to earn a great living, doing work we love that revolves around our families and our livesânot spending our days, evenings, and even weekends fake-smiling and engaging in inauthentic, exhausting self-promotion.
HOW DID WE GET INTO THIS MESS?
In her groundbreaking book for introverts, Quiet, Susan Cain reminds us that in 1790, only 3 percent of Americans lived in cities. By 1840, it was 8 percent, and by 1930 it was a little more than a third.
In a sparsely populated rural area where everyone knew everyone else, your reputation was everything. As more and more people moved to the cities, however, those community networks became less and less relevant to daily life. As Cain notes, self-help books went from being about inner virtue to being heavily focused on outer charm.
At the same time, due to the Industrial Revolution, factories were producing more goods than their local markets could handle, so they sent salespeople throughout the country peddling their wares. Before this, sales usually happened within the local community. You knew the person you were buying from; merchants, dentists, and others couldnât afford to be known as dishonest or manipulative.
Traveling salesmen didnât need to worry about their reputations, as Harvard Business Review suggests in the article âBirth of the American Salesman.â They didnât create meaningful relationships with anyone they met, because they were doing business with complete strangers. These salesmen had a short window of time to introduce themselves, get into the house, present the product, secure the sale, and quickly move on to the next house. They could afford to âchurn and burn.â In fact, to meet their quotas, they thought they had to. Salespeople didnât need to worry about selling inferior goodsâor anything else for that matterâbecause in just a couple of days, theyâd be off to the next town, doing it all over again.
What does this have to do with networking?
The same factors that led to a churn-and-burn mentality were re-created in the networking room, as more and more people moved from sparsely populated rural areas into densely populated cities. After all, even today, in many major cities, youâll probably never again see the person youâre networking with.
Itâs why networking, as most people do it today, feels more like door-to-door sales, walking from person to person with a focus on selling as much as possible, as quickly as possible. Creating a meaningful, lasting relationship comes in as a distant second, if at all. This standard approach is what I call âtransactional networking.â Is it any surprise that it feels inauthentic and even sleazy?
Thankfully, there are those who reject this approach and who do want to create true connections. But they practice what I call âaimless networking.â While they may come from a more authentic place, their unstructured approach isnât any more effective than transactional networking. It still results in a lot of small talk, shallow connections, and few successes.
No wonder introverts hate this type of networking so muchâme included! This is the exact opposite of how we like to operate. If I had to participate in transactional networking, I couldnât live with myself. If I were an aimless networker, Iâd quickly see that it was a complete waste of time and stop networking altogether.
So, how can we compete with extroverts, who seem to have natural charisma, the gift of gab, and the ability to effortlessly form connections? How can we succeed at networking while feeling authentic?
Iâm here to give you good news. Introverts can outperform their extroverted counterparts by realizing two truths:
- The introvertâs road map to success doesnât look like the extrovertâs. Weâre different and we need to embrace that.
- Traditional networking doesnât work for introverts. We need a smarter approach that leverages our natural strengths.
For introverts, effective networking doesnât look like traditional networking at all. In fact, what Iâve learned, experienced, and taught is that introverts have a natural edge when it comes to the way networking should really be doneânot playing a numbers game and talking to as many people as possible but by being strategic, being prepared, practicing, and knowing how to cultivate deeper relationships with just a few of exactly the right people in the room.
In other words, by playing a totally different game.
This is timely because the old way of networking is quickly becoming obsolete. People can learn all about you, read reviews on the products you sell, see your personal affiliations, learn your employment history, and sometimes even check up on what you did last weekend, all from a phone they carry in their pocket. Weâre returning to those days when everybody knew everybodyâor at least living in a world where people can get a great synopsis, quickly. Itâs almost impossible to be transactional and then return to obscurity. Transparency is becoming the norm, either by choice or necessity, for individuals as well as employers. Authenticity and inner virtue are back on the rise.
Finally.
STOP COPYING THE EXTROVERTS
Instead of trying to show you how to network like an extrovert, I want to show you how to sidestep that self-destructive behavior. Iâve discovered a way of networking that leverages our introverted strengths. It allows us to walk out of every room feeling like weâve made powerful connections, portrayed the best version of ourselves, and remained authentically âusâ the whole time.
Before we go any further, you should know that what Iâm about to share with you will require a commitment of anywhere from several hours to a few days of planning, preparation, and practice. One thing I know about introverts, though, is that weâre willing to put in the work to obtain a consistently successful outcome, especially when the alternative is more lost time and energy while obtaining near-zero results.
The two types of networking we discussed earlier are not only wrong, but harmful. The transactional approach is purely about onetime deals. Iâm sure you donât think of yourself as a selfish person, but this type of networking is inherently self-centered. Itâs like speed dating, quickly going through as many people as possible until you find someone whoâll give you a chance. Put another way, youâre trying to get through all the nobodies as quickly as you can until you can find someone you can use to get what you want. To make matters worse, everyone youâre speaking to knows this is what youâre doing! Sure, you might get a few sales or opportunities, but think about the last time someone behaved this way toward you. Didnât it feel shallow and slimy? Thatâs not the taste Iâd like to leave in anyoneâs mouth, and itâs definitely not the path to a higher income and a supportive network.
Aimless networkers, on the other hand, generally walk out with a good feeling, having had some friendly conversations that, unfortunately, ultimately lead nowhere. They may have cultivated acquaintances, but theyâve created a network that has very little motivation to help them toward their goals. They drift through networking, hoping that, somehow, something good will come from their efforts. Itâs like throwing quarters into a slot machine, hoping one day to win the jackpot.
However, there is a third type of networking, âstrategic networking.â Itâs a smarter and more effective style, one that introverts can dominate. Network strategically, and you will be rewarded with connections to people who value your work and who would love to help you reach your goals faster. Itâs your ticket off the hamster wheel.
CHANGING THE BALANCE
I discovered strategic networking when I moved across the globe to Austin, Texas, where I didnât know a soul except Br...