By Darryl Feldman, Certified Business Coach, ActionCOACH Milwaukee
You don’t have to love networking…you just need the right blueprint.
Networking isn’t everyone’s cup of joe. It’s common to hear and feel it being awkward, forced, exhausting, or just for extroverts. If this reminds you of you…you’re not alone. Networking is an essential long-term investment to business success. Relationships are everything; they’re the foundation of opportunity, profitability, and collaboration – especially in our world of construction and trades.
The good news? Networking is a skill – not just a cult of personality – and it can be improved, honed, and specialized just like the tools in your toolbelt. You don’t have to be a natural. You just need to be intentional, practice, and have a blueprint (we’ve got plenty of those around, right?).
Here’s your 10-Step Blueprint to Confident Networking to make it feel more natural, authentic, effective…and profitable.
The 10 Step Blueprint to Confident Networking
1. Know Your Audience
Do your research. What does the avatar of your ideal prospect or partner look like? Who, what, where, when, and how do they want to be engaged with you? Your bandwidth is limited, so choosing the right rooms is vital. Don’t network just to say you did – focus and go where the people you’re trying to reach already are so your value resonates.
2. Be Strategic
Effective networking is intentional and has a goal. Schmoozing and meeting new people is fun; but, we’re here for business. Write down and define the specific results you want before attending your event: how many people do you want to meet, 121 meetings scheduled, opportunities identified, etc.? Set your subconscious up for success.
3. Be Unique
What sets your company, products, and services apart from the competition? Is it your technology, industry experience, cost savings, etc.? Hey, it could be you! This distinction will make you memorable among the din of potential connections.
4. Be Authentic
BE YOURSELF. Authenticity is the foundation to great networking. You won’t be the ideal fit for everyone (and that’s OK). When you’re true to natural self, you’re more likely to attract, form lasting connections, and identify mutually beneficial opportunities. People like to hang out and do business with people they know, like, and trust.
5. Add Value First
Tune into every networker’s favorite radio station WIIFM (What’s In It For Me). The best connectors give before they ask and understand what their connections value most. Share a resource, offer an introduction, or just lend an ear. This sets a positive tone for the engagement and taps into The Law of Reciprocity: People want to help those who help them.
6. Craft & Refine Your Script
This isn’t a sales pitch – it’s a simple, clear way to say who you are and how you help. Be human, not robotic. Be curious and ask engaging questions: What challenges are you facing? What’s exciting you lately? Who are you here to meet? Is there anyone here you think I should know? Remember WIIFM…?
7. Be Present
This one can be tough, especially among the thick of a networking event. Put your phone away. Make eye contact and focus. Practice active listening. People and people and we’re all here for the same thing. Connections will remember those who truly made an effort to connect with them.
8. Follow-Up Fast & Nurture
Meeting someone is just the first step. After the event, practice the 2 F’s: Follow-Up and Follow-Through. Send a message or call within 24-48 hours. Mention something specific. Show them you were listening. Relationships are built over time. Be consistent and keep in touch even (and especially) when you don’t need something.
9. Track & Measure Your Contacts
Networking is all about your return on investment (ROI). It could be as complex as a CRM tool (e.g. Jobber, HubSpot) or a simple spreadsheet that tracks cost, leads, meetings, and/or referrals generated. Think about including qualitative factors like the quality of the relationship or new knowledge gained. Ultimately, make it yours so you can maximize and refine your networking efforts, strategy, and ROI.
10. Mix Your Methods
You’ve got the tools and talent…but use the right one for the job. Test and measure the effectiveness of your networking efforts with traditional (e.g. face to face, socials) and online (e.g LinkedIn, Zoom, email) opportunities. Do what works and ditch the rest.
You don’t need to be a natural networker. But you do need a blueprint – and a mindset focused on being authentic, unique, and valuable.
Interested in learning more and to get some bonus tips? Register today and join me at ABC’s HR & Business Administration Conference from October 22-23rd. We’ll build your plan together.
Want to get started early or can’t make it? Reach out and schedule a free strategy session today.
