I don’t know what I was thinking when I chose “networking” as a competency to develop this year for my job. Did I set myself up for failure? An unabashed introvert, I am not good at networking. Talking to strangers at a business conference makes me uncomfortable. I do not have the gift of gab. Connecting with people for the selfish purpose of getting ahead professionally is not attractive to me.
My company offers free LinkedIn courses so I watched a video on Creating Personal Connections, taught by John Ullmen, PhD. Ullmen began by describing personal connections as the flow of energy between people. He said that being uncomfortable is not a bad thing. It can help to reframe social anxiety as excitement. Connecting with others is an opportunity to make things better, to shine your light on others.
Ullmen gave advice on what to think, how to feel, and what to do before an interaction. First, observe your thoughts. Send silent positive intent to the other person, which will set the stage for rapport. Go into the interaction with curiosity about the other person. Your goal is learn how you are connected. Although we may appear unconnected to others on the surface, we can connect to others on the deep.
Secondly, choose in advance how you are going to feel about the person. Make the choice to like them. Perhaps they remind you of someone you really like.
Finally, prepare yourself physically for the interaction. Pay attention to your body language. Smile and adjust your posture.
It is customary when greeting another person to ask: how are you? Ullmen says to avoid the generic “I’m fine” response. Instead, respond genuinely (not by sharing your aches and pains). Share something meaningful that happened to you in the last 24 hours. Use two sentences to respond. “I’m great. I just heard a good story about…”
Ullmen also suggested syncing up your conversation with the other person. At the moment you begin a conversation, the other person has something on their mind. Try to align yourself with them.
Ullmen recommended using the E.M.P.A.T.H.Y.® approach to communicating, based on an acronym developed by Helen Reiss. (To learn more, watch her Power of Empathy TEDTalk.)
Eye contact – I see you
Muscles of facial expression
Posture – conveys connection
Affect – expressed emotion
Tone of voice
Hearing the whole person, keeping your curiosity open
Your response to the feelings of others (align yourself)
Ullmen also suggested that you create personal connections by learning about the other person’s strengths, goals, and interests (SGI’s). Ask what they like to do outside of work. Share more of yourself by talking about things that are personally meaningful. What are you thankful for? Share a treasured memory.
Ullmen approached networking from an angle that is much more appealing to me. I enjoy deep, meaningful conversations. I like getting to know other people. So I’m going to stop thinking of networking as necessary but distasteful and focus on making meaningful connections.
How am I? I’m great. Today a talkative little boy at church hugged me and said I love you.