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Networking for Geeks (by Brian Winter)

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Hate networking? Me too. This session offers practical tips for how introverts (and extraverts, too) can change the game of networking to make it more effective for us, and maybe even enjoyable. Build partnerships, connect with opportunities, and achieve vast riches and legendary glory.* We’ll cover how to get started, networking strategies, and techniques for creating genuine connections versus just making “small talk.”

* Your mileage may vary.

Brian Winter is an experienced do-er and leader of all kinds of business communication. He’s done project leadership / project management, technical writing, websites, social media, multimedia and e-Learning, brochures, newsletters, white papers, proposal management, and video production (script-to-screen writing, producing, directing, editing). “Other duties as assigned” include leading a task force for sustainability, developing strategy and programs to spark and reward innovation, UI design and usability, requirements analysis, process improvement, and being an embarrassment to his daughter.

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Networking for Geeks (by Brian Winter)

  1. 1. An introvert’s guide to business relationships
  2. 2.  Brian Winter  35 years experience in corporate communications  20 years in Vertex’s Education group  “Other duties as assigned” include process improvement, innovation rewards,corporate social responsibility, scrum master  Recovering introvert 2
  3. 3. Upon completion of the session: You’ll stop defining yourself as an introvert Strategic contact - engage with purpose Tactical conversation - lead towards comfortable, genuine dialog 3
  4. 4. TOPIC TIME First steps 10 minutes Strategic networking 10 minutes Engagement tactics 10 minutes Sit in quiet introspection 15 minutes 4
  5. 5.  I’m not in on the office gossip. I’m often the last to know.  I’ve been overlooked for opportunities. Nobody thought of me.  Some people have said I’m snobbish (or aloof, strange, selfish).  I have a pretty light social calendar… not a lot of invites to lunch (or happy hour, parties).  My expertise is often not recognized. Other people get more attention (whether or not they actually know more than me). 6
  6. 6. “There are very few, if any, successful hermits.” 7
  7. 7. 8
  8. 8. INTROVERT EXTROVERT  Never talkative  Never outgoing  Never wants company  Never seeks attention  Always talkative  Always outgoing  Always wants company  Always seeks attention 9
  9. 9. 10 AMBIVERT  Sometimes talkative…  Sometimes outgoing…  Sometimes wants company…  Sometimes likes attention… … depending on the situation. “There is no such thing as a pure introvert or extrovert. Such a person would be in the lunatic asylum.” – Carl G. Jung
  10. 10. 11
  11. 11. Environment Cadence Prioritized subjects
  12. 12. • Keep trust • Value advice • Give without strings • Admit wrongs and apologize 14 Acquaintance Respected Peer Trusted Advisor Stranger
  13. 13. 15 What gets measured, gets done.
  14. 14. 16
  15. 15.  Personal tagline or mission statement (“I help ___ achieve ___ by ____.”)  Elevator pitch  Who do you help?  How do you help?  What is the result?  The Hook  Secret of the conversational judo masters
  16. 16. Prepare with info and questions Lead with your purpose and agenda Invite the other person to lead the discussion, but be prepared to lead it Avoid the obvious comment/joke 18
  17. 17. Start with common ground Active listening Empathy not one-upping Ask not tell Reveal yourself (but don’t overshare) Seek advice “How can I help?” 19  Authenticity  Generosity  Enthusiasm ACT YOUR A.G.E.
  18. 18. Business cards Notebook Devices (Don’t forget to bring a pen!) 20
  19. 19. The worst mistake is the most common one… not following up Customize your communication Lead with a re-cap Avoid self-serving 21 “Hi [NAME] – I enjoyed meeting you at [EVENT]. [THEIR PROJECT] sounds really interesting. I’d love to [HEAR MORE / HELP]. When would be a good time for us to talk? - [YOUR NAME]
  20. 20. 22 1. Set your direction 2.“Just do it!” 3. Practice attraction (And track your progress!)
  21. 21. “Dude, sucking at something is the first step to becoming sorta good at something.” 23 “The moment you took that first step outside, you lapped everyone who’s still on the couch.”
  22. 22. Or if you prefer, sit quietly and listen. (We won’t think you’re snooty.)
  23. 23. Fares to Friends by Ed Wallace The Startup ofYou by Reid Hoffman Quiet:The Power of Introverts in a World That Can't Stop Talking by Susan Cain The EQ Edge: Emotional Intelligence andYour Success by Steven Stein and Howard Book 25
  24. 24. Brian Winter Vertex, Inc. Telephone: 484-595-6227 Email: brian.winter@vertexinc.com  in/brianwinter  @BrianWinter_PA All connections welcome! 26