Instant Networking

1. Networking is More Than Just Events

Networking is everything that you do to grow your network of contacts, while strengthening as many of those relationships as you can.

Redefining Networking. Networking extends beyond formal events and business card exchanges. It encompasses all activities aimed at expanding your professional circle and nurturing relationships. This includes online interactions, social media engagement, and any effort to connect with individuals who can mutually benefit from a relationship.

Building Trust. The core of effective networking is building trust. It's about moving people from the periphery of your network to a point where they know, like, and trust you enough to do business with you or refer you to others. This process requires consistent effort and genuine engagement.

Online and Offline Synergy. While online platforms offer vast opportunities for self-promotion, face-to-face interactions remain crucial. Meeting in person allows for a deeper connection, fostering trust and understanding that digital communication alone cannot replicate. The combination of both online and offline networking creates a powerful synergy.

2. Build Your Networking Toolkit

Having the right kit is an essential part of speeding up the networking process.

Essential Tools. A well-equipped networking toolkit is crucial for maximizing your efforts. This includes having high-quality business cards, a compelling networking introduction, a system for follow-up, and a strong social media presence. These tools help you make a positive first impression and maintain consistent communication.

Crafting Your Introduction. Your networking introduction is a vital tool for attracting the right people. It should clearly articulate the problem you solve, highlight the benefits of your service, and include a call to action. Tailor your introduction to suit the audience and the specific goals of the event.

Systematic Follow-Up. A CRM (Customer Relationship Management) system is essential for tracking and managing your networking contacts. This system ensures that you remember every opportunity, fulfill promises, and maintain consistent communication. A well-organized CRM helps you nurture relationships and convert contacts into clients.

3. Networking Delivers Opportunities

Networking delivers opportunities.

Beyond Immediate Sales. Networking is not a magic sales machine but a generator of opportunities. These opportunities include meeting potential clients, presenting your business, having warm conversations, and building a social media following. The key is to actively seek and capitalize on these opportunities.

Leveraging Common Ground. A significant advantage of networking is the shared context. You already have something in common with everyone you meet at a networking event. This shared ground makes it easier to start conversations and build rapport.

Adding Value First. Giving referrals and leads to others is a powerful way to build relationships. By being the first to deliver value, you create goodwill and increase the likelihood of reciprocity. This approach fosters a network built on mutual support and collaboration.

4. Be Interested, Not Just Interesting

You can make more friends in two months by becoming interested in other people, than you can in two years by trying to get other people interested in you.

Focus on Others. The key to successful networking is to be genuinely interested in others. Instead of focusing on promoting yourself, ask questions, listen attentively, and learn about their businesses and needs. This approach builds rapport and fosters meaningful connections.

Small Talk Matters. Don't underestimate the power of small talk. These casual conversations build the foundation of relationships. Shared interests, common acquaintances, and even support for the same sports team can create a sense of connection and trust.

Active Listening. Truly listen to what others are saying. Avoid spending your time formulating your reply or thinking about how to sell your services. Instead, focus on understanding their perspective and identifying ways you can help them.

5. Find the Right Networking Events

If you want to do business with accountants, find out where accountants go – and go there.

Targeted Approach. To maximize your networking efforts, attend events that are frequented by your target audience. This may mean attending events that don't necessarily suit your personal preferences but align with your business goals. Research and identify the events where your ideal clients are likely to be.

Variety of Events. Explore different types of networking events, including business networking events, trade shows, conferences, and industry-specific seminars. Each type of event offers unique opportunities to connect with different types of people.

Beyond Formal Events. Networking opportunities exist everywhere. Strike up conversations with people in everyday situations, especially when you already have something in common. These casual interactions can lead to valuable connections and unexpected opportunities.

6. Maximize Networking Events

The real magic and the real opportunity in networking meetings is in working that little bit harder than anyone else in the room to form connections and then work with those connections to deepen the relationship.

Arrive Early, Stay Late. Expand your networking opportunity by arriving early and staying late. This allows you to have more conversations, connect with more people, and build deeper relationships. Use the extra time to have mini one-to-one meetings and make meaningful connections.

Shameless Self-Promotion. Take advantage of every opportunity to promote your business. Display promotional materials, such as banner stands and leaflets, to reinforce your message. These materials serve as a constant reminder of what you do and help people remember you after the event.

Own Your Introduction. Prepare and practice your 40-second introduction to make a strong impression. Stand confidently, make eye contact, and clearly articulate what you do and what you want people to do next. This is your opportunity to engage the audience and generate interest in your services.

7. Follow-Up is Vital

If you're not going to follow up on your networking relationships you can stop networking now.

The Importance of Follow-Up. Follow-up is crucial for converting networking connections into meaningful relationships and business opportunities. Without consistent follow-up, your networking efforts are essentially wasted. Make it a priority to connect with people after events and maintain regular communication.

Active vs. Passive Follow-Up. Active follow-up involves direct methods, such as phone calls and emails, to address specific conversations or stated needs. Passive follow-up involves staying visible and reminding people of your existence through social media and content marketing. Both types of follow-up are essential for nurturing relationships.

Make it Easy to Buy. Remove obstacles and make it easy for people to buy from you. Provide clear instructions, offer convenient payment options, and be responsive to inquiries. The easier it is for people to do business with you, the more likely they are to become clients.

8. Dominate Social Media

Social media, in my opinion, brought about the biggest change in how we manage our personal and business relationships since the telephone was invented.

Embrace Social Media. Social media is an essential tool for modern networking. It allows you to connect with people, build relationships, and promote your business on a global scale. Ignoring social media is a missed opportunity to engage with your target audience and expand your network.

Engage Authentically. The key to success on social media is authentic engagement. Like, comment on, and share other people's content. Get involved in conversations and build relationships. People are more likely to engage with you if you demonstrate genuine interest in them.

Content is King. Create valuable and engaging content that educates, entertains, and informs your audience. Share your expertise, answer questions, and provide helpful tips. This approach builds your reputation as an authority in your field and attracts people to your business.

9. LinkedIn is Key

Using LinkedIn should become a part of your networking activity too.

Optimize Your Profile. Your LinkedIn profile is your online resume and should be optimized to attract the right people. Use a clear and concise headline that highlights what you do, and write a compelling summary that showcases your skills and experience. Regularly update your profile to keep it fresh and relevant.

Connect Strategically. Connect with everyone you meet at networking events and be open to accepting most incoming connection requests. The more connections you have, the wider your reach and the greater your opportunities.

Share Valuable Content. Regularly share valuable content on LinkedIn to educate and engage your connections. Repurpose your blog posts, articles, and videos to LinkedIn to maximize their reach. This approach positions you as a thought leader and attracts people to your profile.

10. Repurpose Content

To repurpose is to “adapt for use in a different purpose”.

Maximize Your Efforts. Repurposing content is a time-saving strategy that allows you to get the most out of your efforts. Take one piece of content and adapt it for use in different formats and on different platforms. This approach ensures that your message reaches a wider audience and reinforces your brand.

Content Calendar. Use an editorial calendar to plan and track your content. Brainstorm ideas, set deadlines, and schedule your posts. This helps you stay organized and consistent with your content creation efforts.

Consistency is Key. Regularly create and share content to stay visible and relevant. The more you put out there, the more opportunities you create for people to find you and connect with you. Consistency is essential for building your brand and attracting new clients.

Last updated: March 16, 2025