Index of

Understanding that I, as an introvert, think to talk enables me to
turn a potential shortcoming into a skill. In my consulting and coaching
practices I dedicate plenty of planning time before meetings to
review strategies and think through responses. Implementing the
fi rst new networking rule—pause—I am able to communicate with
clarity and precision.
As one of my seasoned clients observed, “We learn primarily from
observing, not from speaking.” So if you do not have a gift for chatt er,
focus on what you do have—a predisposition to watch and gather data.
Dusty Old Rule #2: Sell Yourself (Promote)
Self-promotion comes more naturally to strong extroverts than to your
typical introvert. Promotion is a valid networking strategy. And great
advice for someone whose natural skill set includes the gift of gab.
52 NETWORKING FOR PEOPLE WHO HATE NETWORKING
Notes From the Field
Silence Is Golden
I was facilitating a Communication and Personality Style program for
high-level engineers. Mandatory attendance was decreed from above.
Ninety-fi ve percent of the attendees typed out as introverts and
centroverts. My questions met with silence. We fl ew through
the agenda.
Fortunately, I knew better than to interpret this behavior as negative, disinterested, or
off -putting. I am comfortable with the silence that introverts require to process, and the
attendees’ nonverbal cues indicated their full engagement in the course content.
Th is belief was confi rmed at our fi rst class break. I was bombarded with students
asking one-on-one questions. By lunchtime, I could hardly break free to get something
to eat; introvert and centrovert members of the group were adamant about talking over
concepts introduced and delving deeper into course topics.
Virtually all the participant questions were posed between sessions.