Maximizing Your Networking Potential

By Jennifer Garcia and Tracey Butler

Networking advice tends to be offered in a "one size fits all" manner and often includes such options as giving a firm handshake, making good eye contact, being genuine, taking notes on the back of business cards and following up.
However, the real challenge of networking is making a connection. The reason it's a challenge is because each person has a different personality and way of perceiving situations and people. This article will delve into various personality types, how each person perceives networking and how knowing more about personality types can maximize networking potential.
There are four dimensions of personalities: Extroversion/Introversion, Thinking/Feeling, Sensing/Intuiting, and Judging/Perceiving according to the Myers-Briggs Type Indicator.
The Myers-Briggs system arose out of Carl Jung's theory of personality development, and was expanded upon by Katharine Briggs and her daughter, Isabel Briggs Myers. All told, there are 16 different personality types.

Social Dimensions
This article will focus on the Extroversion/Introversion and Thinking/Feeling dimensions because these are easier to identify in the limited time given by most networking events. The other two dimensions tend to require more time to assess.
At the most basic level, each of us has a preferred way of relating to and perceiving the outside world. Extroverts prefer to be surrounded by people because they draw upon the energies of other people or the outside world and "recharge their batteries" through their interactions with others.
At networking events Extroverts thrive on the exchange of ideas and information and process creative ideas through the dynamic interchange with other people. Introverts, on the other hand, prefer solitude to draw upon their inner world or the energy of their imagination and ideas to recharge.
Typically, they prefer to spend time in solitary activities and limit the scope of their social interactions. Therefore, Introverts perceive networking events as an arena where they need to make an effort to interact with others.
The Thinking and Feeling dimensions describe how we process information. Thinking-oriented types prefer to make decisions based on logic, analyzing evidence and coming to an impartial conclusion.

Personal Chemistry
Therefore, Thinkers approach a networking event from a task-oriented perspective; determining what can be accomplished. When interacting with others, Thinkers want to know the other person's background, qualifications and how they might benefit from that person's knowledge and connections. Feeling-oriented types, however, tend to base their decisions on personal values, feelings and their ability to empathize with the feelings and perspectives of others.
Therefore, in networking situations Feelers want to get to know people, try to identify with them, and to understand their values and ethics. You've heard the expression that "people do business with people they like and trust," which is particularly true for a Feeler.
Let's explore what happens when these dimensions interact. For example, what happens when you have an Introvert, someone who prefers solitary activities, who is also a Feeler, who likes to empathize with others? The following section will answer this question by exploring how the Extroversion/Introversion and Thinking/Feeling dimensions interact with one another and the impact on networking.
- Introverted feelers prefer small networking events where they can make a more personal connection. Because Introverted Feeler types prefer depth rather than breadth in their interactions, spending time with one person at a time instead of circulating and tending to focus more upon personal values, they may find large networking events to be superficial and lacking in warmth.
- Introverted thinkers are most comfortable with ideas, critical thinking and logical analysis, and do well with the strategic aspects of networking as well as discussing ideas and innovations. They fit best where the approach of networking is focused and strategic rather than merely social.
- Extroverted feelers are generally warm, engaging, self-confident and can "work a room" with ease. Although they can socialize readily and with great enthusiasm, in a business networking situation, they may focus too much upon trying to develop personal friendships rather than cultivating professional contacts.
- Extroverted thinkers tend to be more logical and analytical, and take a strategic approach to networking. This approach works best with a large networking event which is time-limited, because it allows them to meet a number of people quickly but only spend significant time with those people who have the skills, ideas or information that will help them with their business. At a smaller event, they may run the risk of coming off as too impersonal in their approach.
To further maximize a networking situation, it might be advisable to partner with someone whose personality complements your own. Introverted Thinkers who find socializing challenging could partner with an Extroverted Thinker who can help them navigate the situation more comfortably.
In turn, the Introverted Thinker preferring to observe rather than interact could provide invaluable feedback to the Extroverted Thinker. Because both will take a logical and strategic approach, they can maneuver the situation better together.

Jennifer Garcia is president of Logicreative Design in Columbia. She can be contacted at info@logicreative-design.com. Tracey Butler offers individual and family counseling. She can be contacted at tbutler06@yahoo.com.