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.

1. An introvert’s guide to business relationships

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
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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
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4. TOPIC TIME
First steps 10 minutes
Strategic networking 10 minutes
Engagement tactics 10 minutes
Sit in quiet introspection 15 minutes
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6.  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).
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7. “There are very few, if any, successful hermits.”
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9. INTROVERT EXTROVERT
 Never talkative
 Never outgoing
 Never wants company
 Never seeks attention
 Always talkative
 Always outgoing
 Always wants company
 Always seeks attention
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10. 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

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13. Environment Cadence Prioritized subjects

14. • Keep trust
• Value advice
• Give without
strings
• Admit wrongs
and apologize
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Acquaintance
Respected Peer
Trusted Advisor
Stranger

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What gets measured,
gets done.

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17.  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

18. 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
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19. 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?”
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 Authenticity
 Generosity
 Enthusiasm
ACT
YOUR
A.G.E.

20. Business cards
Notebook
Devices
(Don’t forget to bring a pen!)
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21. The worst mistake is the
most common one… not
following up
Customize your
communication
Lead with a re-cap
Avoid self-serving
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“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]

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1. Set your direction 2.“Just do it!” 3. Practice attraction
(And track your progress!)

23. “Dude, sucking at
something is the first
step to becoming sorta
good at something.”
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“The moment you took
that first step outside, you
lapped everyone who’s
still on the couch.”

24. Or if you prefer, sit quietly and listen.
(We won’t think you’re snooty.)

25. 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
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26. Brian Winter
Vertex, Inc.
Telephone: 484-595-6227
Email: brian.winter@vertexinc.com
 in/brianwinter
 @BrianWinter_PA
All connections welcome!
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