Is your networking strategy falling short of bringing the results you want? Perhaps the events you are attending don’t fit your personality.
Matching your networking efforts to your personality will produce better connections, says Allison Graham, the London, Ont.-based author of From Business Cards to Business Relationships: Personal Branding and Profitable Networking Made Easy.
“As soon as [networking] becomes a chore,” Graham says, “we’re not going to do as much of it.”
Using the well-known “DISC” (dominance, influence, steadiness, compliance) personality profile system, Graham suggests the following networking activities to suit those four temperaments:
> Dominance
If you are outgoing and task-oriented, you have a “dominant” personality. You are driven to perform well but you can neglect to establish relationships with the people surrounding those tasks.
When attending a charity event, you might show up and present your donation, but leave yourself little time for networking because you have scheduled other events for that same evening.
To better use your personality style to your advantage, try hosting one of these big events yourself.
You can use your organizational skills to ensure the function runs smoothly. Just make sure you’re also introducing yourself to other guests and mingling.
> Influence
If you have an “influential” personality, you are outgoing and socially oriented, similar to those with dominant personalities. But even if you have many relationships, these relationships don’t necessarily translate into networking success.
“You may be so focused on the relationship,” Graham says “that they never ask for the business.”
You enjoy talking to various people but you hesitate to bring up your professional expertise because you dislike sales pitches.
The solution is to ask the right questions in a natural manner. Ask your contacts: “Who is taking care of you and your finances?” and “Are you happy with that person?”
Says Graham: “That opens the door for a conversations that is more like a friend’s concern.”
> Steadiness
“Steady” personalities are socially oriented but still somewhat reserved. If you fall into this category, you enjoy one-on-one conversations and your focus is high-quality relationships, not filling up a contact list.
If you think this works against you, you’re mistaken.
“Being an extrovert doesn’t necessarily mean you’re going to be good at networking in a profitable way,” Graham, says. “Being popular is not the same as being profitable.”
Your most successful networking activities occur when you are interacting with someone on an individual basis. Graham suggests getting creative and planning an event you and your contact will enjoy. Did you recently meet someone at a conference and realized you were both avid skiers? Invite that person out for a day of skiing and some great conversation.
> Compliance
These are more reserved and detail-oriented personalities. If you have a compliant personality, you are careful about how you pursue connections with others.
“If you’re a detail-oriented introvert,” Graham says, “you’re probably the person who wants to sit in front of your computer and wait for the prospect to walk into your office. That doesn’t happen.”
To accommodate this personality trait, try being conscientious about the types of networking functions you attend. Stick with events you know you’ll enjoy.
For example, a local community or business leader of whom you have a high opinion is speaking at a fundraiser. You might choose to buy a ticket for this event because you respect that person’s community involvement.
You can use the opportunity to listen to a great speech by someone you admire and meet other community members.