your next job: networking for introverts

Download Your Next Job: Networking for Introverts

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  • 1 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    I use PowerPoint. Where some of you may use Microsoft Excel to write notes to friends, I use PowerPoint for everything, including arguing with my wife.

    Because of this, I know that what I say is more important than what is on the slide. 10% of the value of my presentation will be on the screen. 90% will be somewhere else. Maybe some of it will come from you.

    Take copious notes, because the information that matters to you is not going to be on a slide. What matters to you is going to be different than what is important to anyone else.

    Youve been warned.

    Presentation Title

  • 2 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    Another reason to take notes is because of the last bullet item. We are going to go around the room and receive valuable information from this well educated and good looking crowd.

    Presentation Title

  • 3 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    Ed and I worked really well together. I was a marketer who worked in technology. He was a technologist with an understanding of business and human behavior. The two of us seemed to form a giant super brain. Together we could do things neither of us could do alone.

    By chance we ran into each other one Friday afternoon at the Mentor Graphics sales office in San Jose. We agreed to have dinner together.

    After four days of working closely with eight PCB designers, Ed was too cranked up to sleep. He wanted a relaxing dinner with me so he could calm down enough to get to sleep before an early flight.

    I had delivered a four HOUR class that day to about 80 people. I was drained and a nervous wreck. I wanted a calm dinner with Ed because I needed to decompress from all of the social interactions.

    Both of us were comfortable in front of people. One of us was an introvert.

    Presentation Title

  • 4 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    The biggest difference between introversion and extroversion is whether energy is received or spent. Ed got energy from being around people. For me, being around people is draining. I need to be alone to store energy.

    Neither of us was shy or afraid of people. We werent afraid of being the center of attention. Both of us were very keen on paying attention to our audience.

    None of the traits above have anything to do with how introverted or extroverted someone is.

    Presentation Title

  • 5 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    More is known about introversion than ever before. In fact, there are groups on Linked In. Technically, "Studies in neuroscience have indicated that levels of extroversion may be related to how the brain processed dopamine, our brain's reward chemical. Extroverts have a stronger dopamine response, meaning they get a bigger kick out of achievements like a job promotion, a new romance, or a successful business launch.

    Extroverts are more likely to take risks, like striking out with a new business venture, because they anticipate more of a reward when things go well. Introverts, on the other hand, may be less interested in the risk of self-employment because they tend to be more even-keeled and aren't as motivated by the potential for a thrill if things go well.

    Being introverted generally means less focused on the people around us and more focused on our inner thoughts. This can be good and bad.

    Something important to keep in mind is that there isnt an on and off switch. There are no absolutes. Carl Jung, who invented the terms, said a complete introvert or extrovert would be in a lunatic asylum.

    Presentation Title

  • 6 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    Introverted leaders tend to have a few things in common. For one, introverted leaders are more successful because they let their star extroverts run free. Theres less chance of their own extroversion getting in the way.

    Also, they are often trusted by followers who know that they arent doing it for the attention. When someone doesnt like attention but does it because its the right thing to do, people can sense that.

    Others:

    Google CEO Larry Page

    Elon Musk, Tesla, SpaceX

    JK Rowling, Harry Potter author

    Angelina Jolie

    Steven Spielberg

    Lady Gaga (think about it. Shes always wearing a mask or costume.)

    Clint Eastwood

    Harrison Ford

    Alfred Hitchcock

    Steve Martin

    Dr Seuss was afraid to meet kids who read his books because he would let them down because they would expect a Santa like figure

    Presentation Title

  • 7 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    Especially in the United States, our institutions are all implemented as if extraversion was the norm. Class rooms are all designed for group learning. Most organizations are social groups. A favorite example of mine was one night when I was having dinner with my pastor and his wife. I apologized for not bringing my lovely wife and explained that she had social anxieties. The pastors wife said You know, Lisa has the same problem. Maybe they should get together.

    She didnt get it because she wasnt introverted.

    There are other problems with our extravert culture. The open plan office space experiment was a failure but people are still doing it.

    The value of the person who seeks wisdom by separating from society is being lost in America. This is a shame.

    Research points out that most creativity happens by single individuals. Dig into the stories of great innovations and you will find a single person who had the inspiration. But no innovation or idea can be implemented unless the lone contributor can communicate to others in a position to make it happen. We have to communicate.

    Presentation Title

  • 8 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    If we break things down to first principles, networking is nothing more (or less) than establishing many small relationships.

    But we arent comfortable with those, are we? By nature, those who are more introverted tend to have a very select group of friends. How can we learn to do something that isnt particularly natural for us?

    It takes practice. But lets review the definition of relationship.

    Presentation Title

  • 9 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    9

    Some of you will remember my presentation on sales as described for technologists. Non-sales types dont understand how sales works because they prefer deterministic processes with well defined steps and flows. Here is how I bridged the gap.

    How do you know when someone is ready to buy something? There are five things that are needed for this to happen. Once these five things are in place, a sale is acertainty.

    Sales is the process to get there and nothing more. It isn't mysterious and it isn't complex.

  • 10 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    10

    The five elements of the deal must be in place for a deal to happen.

    Technical fit means what we are offering matches what the customer needs. Some technologists think this is the most important, or ONLY, requirement.

    Return on Investment is that the customer gets more out of the transaction then he puts in.

    Compelling event has an element of time. The customer needs it now, or soon or by a specific date. There has to be a reason for the transaction to happen. For example, I may be car shopping for months or even years, but wont actually buy a car until something compels me.

    Relationship is based on you as a person and you as a professional representing your company, product or service.

    If you can be at par or better at these five things then you are competitive and a deal WILL happen.

  • 11 Your Initials, Presentation Title, Month Year

    2010 Mentor Graphics Corp. Company Confidential

    www.mentor.com

    11

    One thing needed to close a deal is relationship. They have to like you but it's a lot more than that.

    They customer has to like you as a supplier or vendor but also as an individual. So some of the work is in giving them enough information to like your company and products/solutions. But it is also important to get them to like you as a person.

    This is why sales people take customers golfing. And it's why they send customers copies of press releases. They are trying to establish relationships both as a vendor and as a person.

    Everyone has brands that they would never ever buy. That isn't just because of the technical fit. For example, maybe a Samsung smart phone has better features for you than an Apple product. Or the other way around. The technical fit isn't the only thing that matters. There's a relationship based on whether you like one or the other.

    Speaking for the whole world, relationships are all about trust. This applies to every facet of your life from who you marry to who you friend on Facebook.

    Trust usually requires shared objectives. I would trust someone who has the same desire