Networking Tips & Tricks

Walking into a networking event where you don't know anyone can feel intimidating, especially if you're an introvert. The good news is you don't have to walk into the room and immediately become the most outgoing person there.

Instead, have a few simple strategies ready before you arrive.

Look for someone standing alone.

If you don't know anyone, there's a good chance someone else doesn't either! Look around the edges of the room for someone standing by herself or someone who isn't currently engaged in a conversation.

Walk over, introduce yourself and start there.

You may actually be doing her a favor by making the first move.

Ask the host to help you make a connection.

The host or organizer should want you to have a good experience. If you're new, tell them!

Better yet, don't just ask them to introduce you to someone. Tell them the type of person you'd like to meet.

Try:

“Hi, I'm Beth, and this is my first time attending. I actually don't know anyone here. Do you happen to know a [type of Power Partner] you could introduce me to? I find that [type of business] tends to be a great reciprocal referral partner for me.”

If that particular type of person isn't there, ask about another type of business you'd like to meet. 

Go with someone you know, but don't stay with them.

Bringing a friend or business associate can make walking through the door much easier. But once you're inside, don't spend the entire event talking to each other.

Instead, help one another network.

Introduce each other to people you meet and then branch out into separate conversations. 

Give yourself a manageable goal.

You don't have to “work the room.”

If your networking goal is to have three quality conversations, focus on finding those three people. You aren't failing at networking because you didn't introduce yourself to 25 people.

For an introvert, that shift in mindset can make networking much more manageable: you aren't there to meet everyone. You're there to make a few meaningful connections.

And remember: you don't have to be an extrovert to be a great networker.

Listening, asking thoughtful questions and showing genuine interest in another person are powerful networking skills. You don't have to be the loudest or most outgoing person in the room to make a memorable impression.

Starting the conversation is often the hardest part. The good news is you don't need a clever opening line. Keep it simple, friendly and natural.

Use their name tag.

A name tag gives you an easy way to introduce yourself and often gives you information you can use to start the conversation.

Try:

“Hi, Susan. I don't think we've met before. I'm Beth. Have you been to this event before?”

If it's your first time attending, you can say:

“Hi, I don't think we've met before. I'm Beth. This is my first time at this event. Have you attended before?”

If they have, follow up with:

“I'd love to hear what you think of it.”

Pay attention to what's on their name tag.

If their company name or profession is listed, use that information instead of asking a question you already know the answer to.

Rather than:

“What do you do?”

Try:

“Is ABC Consulting your business?”
“How did you get started in your business?”
“How long have you been with ABC Company?”
“What did you do before you started your business?”

Then get curious.

Once you've made the introduction, don't worry about immediately telling them all about you. Ask a question, listen to their answer and let the conversation develop.

The best conversations don't feel like a series of rehearsed networking questions. Listen for something in their answer that gives you a natural opportunity to ask a follow-up question.

Active listening shows the other person you're genuinely interested, and it usually leads to a much better conversation.

Remember: Your job isn't to impress them. It's to start a conversation.

You don't need the perfect opening line. A smile, an introduction and a genuine question are usually all you need.

Great networking conversations aren't about having the perfect elevator pitch. They're about being genuinely curious about the person you're talking to.

Ask open-ended questions that help you learn about the person, their business, who they serve and who they would like to meet. Then listen carefully to their answers and ask natural follow-up questions.

You don't need to ask all of these! Choose the questions that fit the conversation.

Questions to learn more about them and their business:

“How did you get started in your business?”
“How long have you been with [Company Name]?”
“What did you do before starting your business/working at [Company Name]?”
“What do you enjoy most about what you do?”

Questions to understand who they serve:

“Tell me about one of your favorite types of clients and why.”
“If you could wave a magic wand and have a particular business or client as yours, who would it be and why?”
“What are some of the pain points your clients experience that lead them to seek out your product or service?”

Questions to understand what makes their business different:

“What sets you apart from your direct competitors?”
“Why do your clients choose you?”
“What do your clients say they love about working with you?”

Questions to uncover potential connections:

“Who are your business referral partners?”
“Who are your Power Partners—the other types of businesses that tend to work with the same clients you do?”

This is where networking can become especially valuable. You may discover that you know someone they should meet, or that the two of you have complementary networks. 

But don't turn the conversation into an interview.

This may be the most important tip.

Ask a question and then listen. Their answer will often give you your next question.

If someone tells you she started her business after experiencing a particular problem herself, don't immediately jump to the next question on your mental list. Ask her about that.

That's active listening, and it shows genuine interest in the person rather than simply waiting for your turn to talk.

The goal isn't to get through a list of questions. It's to have a quality conversation.

You went to a networking event to meet people, so you don't need to spend the entire event talking with one person.

Sometimes you'll realize fairly quickly that a conversation has run its course. Other times, you may enjoy the person you're talking with but still need to continue networking.

It is perfectly okay to move on. The key is doing it graciously and professionally.

Look for a natural pause.

If you're ready to end the conversation, stop asking new questions. When there is a natural pause, use it as your opportunity to politely excuse yourself.

Try:

“It's been great talking with you. I'm going to make sure I meet a few more people before the event ends. I hope you enjoy the rest of the event.”

Or:

“It was wonderful meeting you. I don't want to take up all your time. It was great chatting with you!”

Or:

“It was great speaking with you. If I don't run into you again later, I hope to see you at another event soon.”

Make an introduction.

Another graceful way to move on is to introduce the person to someone else.

“I'd love to introduce you to someone else I met today.”

Make the introduction, help start the conversation, and then say:

“I'll leave you two to get acquainted.”

Now you've not only exited the conversation gracefully, you've 

If you DO want to continue the relationship, establish the next step before you leave.

Not every conversation you end is one you want to end permanently.

If you've met someone you'd like to know better, say so:

“I've got to mingle a little more, but I'd really enjoy learning more about you and your business. Would you be interested in getting together for a 1:1?”

Then exchange contact information so you can follow up after the event. 

You don't have to exchange contact information with everyone.

If you know you aren't interested in continuing the relationship, there is no need to ask for someone's business card simply because you spoke with them.

Your goal is not to leave with the largest collection of business cards. Your goal is to leave with a few quality connections worth following up with.

Remember, ending a conversation isn't rude.

Networking events are designed for people to meet one another. A gracious ending allows both of you to continue making connections.

The networking event may be over, but the networking isn't.

Meeting someone once rarely creates a meaningful business relationship. If you had a quality conversation with someone you'd like to know better, follow up and give that connection an opportunity to grow.

Try the 24/7/30 Follow-Up Plan

Within 24 Hours: Send a Personal Follow-Up

Send an email letting the person know you enjoyed meeting them.

Whenever possible, mention something specific from your conversation. A personalized message helps them remember you and shows that you were genuinely listening.

If you discussed getting together for a networking 1:1, mention it and include your scheduling link or suggest a couple of possible times.

For example:

“Hi Susan, it was wonderful meeting you yesterday. I really enjoyed our conversation about referral marketing. I'd love to continue our conversation and learn more about you and your business. Here's my calendar link if you'd like to find a time that works for you.”

Within 7 Days: Connect on Social Media

Connect with them on the social media platforms you actively use, such as LinkedIn.

But don't connect simply so you can start selling to them.

Use social media as another way to learn about them, engage with them and begin building the relationship. 

Within 30 Days: Have a Networking 1:1

If this is someone you genuinely want to know better, ideally, you will have your 1:1 within 30 days.

The purpose of that meeting isn't to turn your new connection into a prospect.

Use the 1:1 to learn more about each other, understand each other's businesses and discover ways you might be able to help one another. 

Remember: Follow-up is about building relationships, not making an immediate sale.

Someone you meet today may become a client someday. She may also become a referral partner, introduce you to someone important, invite you to another opportunity, or simply become a valuable person in your professional network.

You don't necessarily know where the relationship will lead when you first meet.

That's why the goal of follow-up isn't:

“How can I sell to this person?”

It's:

“Is this someone I'd like to know better, and how can we continue the conversation?”

24 Hours. 7 Days. 30 Days.

24 HOURS: Send a personal follow-up.
7 DAYS: Connect and engage on social media.
30 DAYS: Have a networking 1:1 with your quality connections.

A networking 1:1 is an opportunity to move beyond the brief conversation you had at a networking event and begin building a genuine professional relationship.

The goal is to get to know one another, better understand each other's businesses, and discover ways you may be able to help one another. It should not be treated as a sales appointment. 

Have a purpose for the meeting.

Is this your first time meeting one-on-one and an opportunity to get acquainted? Or is this someone you already know and you're getting together to reconnect?

Knowing the purpose helps you make better use of your time together. 

Choose the time and location thoughtfully.

Select a time and location that works well for both of you. If you're meeting in person, consider meeting somewhere in between rather than expecting the other person to always travel to you.

Be mindful of noisy coffee shops, restaurants and other environments that make conversation difficult.

For a first-time networking 1:1, I also recommend not meeting over a meal. Your focus should be on getting to know one another, not navigating lunch at the same time. 

Do a little homework before you meet.

Take a few minutes to look at the person's website and, when appropriate, their LinkedIn profile.

Don't do this so you can impress them with how much you know about them. Do it so you can arrive with a better understanding of their business and a few thoughtful questions.

You may discover a service you didn't know they offered, an interesting part of their background or something you genuinely want to learn more about.

Confirm the meeting and be on time.

Confirm your meeting the day before. Then arrive on time and be respectful of the amount of time you've agreed to spend together. 

Set expectations at the beginning.

After a little rapport building, confirm how much time you both have.

For example:

“I had us down for 45 minutes. What is your hard stop today?”

Then establish how you'd like to use the time:

“Why don't we start with you? I'd enjoy learning more about your business, and then I can share a bit about what I do as well.”

Or:

“I'd be happy to hear more about your business first, and then I can walk you through what I do so we can see where there may be alignment.”

Setting that structure at the beginning helps both people relax. Each person knows there will be an opportunity to talk, so neither person has to worry about jumping in or competing for time. 

Remember: A networking 1:1 is not a sales call.

Go into the meeting thinking:

“How can we get to know one another and potentially help one another?”

Not:

“How can I turn this person into a client?”

A successful 1:1 should leave both people with a better understanding of each other's businesses, a stronger personal connection and a clearer idea of whether there are opportunities to support one another. That's an important part of beginning to build the Know, Like and Trust factor. 

A great networking 1:1 shouldn't feel like an interview. You don't need to work your way through a checklist of questions.

Instead, ask thoughtful questions, actively listen, and let their answers guide the conversation.

Come prepared with a few questions based on what you learned from their website or LinkedIn profile but also ask follow-up questions based on what they share with you. Take notes, don't interrupt, and ask questions that demonstrate that you are genuinely interested and engaged. 

Questions to Get to Know Them

Start by learning more about the person and the story behind their business or career.

“Why did you start your business?”
“How did you get into your line of work?”
“What did you do before you started your business or entered this profession?”
“Tell me more about your business.”
“What do you love about helping your clients?”
“How do you currently get most of your leads?”
“Where do you network?”

You can also ask questions that reveal a little more about the person:

“Tell me something your business does or provides that your competitors don't.”
“Do you have a favorite business book or podcast that has helped you?”
“If you didn't do the kind of work you do and money wasn't a factor, what would you do?”
“What is your superpower?”
“How would you describe yourself in three words?” 

Questions to Understand Who They Want to Meet

If you want to become a valuable referral partner, you need to understand what a good referral actually looks like for them.

Try asking:

“What does an ideal client look like for you?”
“What might I hear someone say that would indicate they need your product or service?”
“Who is NOT a good client for you?”
“Who are your favorite types of clients to work with?”
“If you could describe your perfect client, what characteristics would they have?” 

Then dig a little deeper into referrals:

“When I'm talking with people, are there questions I could ask that would help me recognize someone who might need you?”

And one of my favorites from your training:

“Who are your Power Partners?”

Power Partners are other businesses or professionals who regularly encounter your ideal clients and may hear that they need the product or service you provide. Understanding someone's Power Partners may help you recognize valuable introductions that go beyond simply finding them a prospective client. 

Don't forget to ask how you can help.

A simple question can uncover opportunities you might never discover by only talking about business:

“Are you looking for any resources or connections to meet a personal or professional need in your life?” 

You may know someone, have a resource to recommend or be able to make an introduction.

The best question is often the one you didn't plan to ask.

If something they say makes you curious, follow that thread.

The goal isn't to get through every question on this list. The goal is to leave the meeting with a genuine understanding of who this person is, what they do, who they help, who they want to meet, and how you might be able to support one another.

Don't let a great networking 1:1 end with:

“It was great meeting you. Let's keep in touch!”

Before you leave, take a few minutes to talk about what happens next.

Review what you learned and any opportunities to help one another.

Hopefully, during your conversation you've identified something each person needs, someone they would like to meet, or another way you might be able to support each other.

You don't need to come away with a referral or introduction every time. Sometimes the most important outcome of a first 1:1 is simply getting to know each other better.

Agree on a couple of next steps.

Choose the ones that genuinely make sense based on your conversation. These might include:

• Connect with each other on LinkedIn or another social media platform you both use.
• Invite them to an upcoming networking event.
• Make an introduction to someone in your network.
• Subscribe to each other's email newsletters.
• Identify a cross-promotion opportunity.
• Decide how you'd like to stay in touch. 

Be thoughtful about making introductions.

You don't have to immediately introduce someone you just met to people in your network.

Make introductions when you feel comfortable doing so and believe there is a good reason for the two people to meet.

And don't worry if you can't think of anyone during your 1:1. You may be having a conversation a week later and suddenly think:

“You know who she should meet?”

That connection can be just as valuable then. 

Thank them for their time.

Send a follow-up message thanking them for meeting with you and follow through on anything you said you would do.

Want to make an even stronger impression? Consider sending a handwritten thank-you card. 

Don't automatically schedule another 1:1.

You don't necessarily need another meeting on the calendar simply because you had a good conversation.

If you really hit it off and realize there is more you'd like to discuss, another meeting may make perfect sense. Otherwise, focus on following through and staying meaningfully connected. 

Most importantly, do what you said you would do.

If you promised an introduction, make it. If you said you'd send a resource, send it. If you invited them to an event, follow up with the information.

Your actions after the meeting are part of how you begin building Know, Like and Trust.

A great networking 1:1 is not the finish line. Think of it as the beginning of the relationship.

Meeting someone once does not mean they know you well enough to refer you, and being in the same networking group doesn't automatically create a strong relationship.

Know, Like and Trust is earned over time.

Stay in touch regularly and meaningfully.

Following up doesn't mean repeatedly asking:

“Do you know anyone who needs what I do?”

Look for genuine reasons to stay connected.

You might:

• Engage with something they post on LinkedIn or social media.
• Send them an article, resource or event you think they would appreciate.
• Invite them to a networking or business event.
• Make a thoughtful introduction when you meet someone they should know.
• Refer a potential client when the opportunity arises.
• Congratulate them on a business accomplishment.
• Check in occasionally just to see how they're doing.
• Look for opportunities to support or cross-promote one another.

The goal isn't to constantly remind someone that you exist. It's to continue building the relationship in meaningful ways.

Keep track of what you learn.

Don't rely on your memory.

Record important information from your conversations, including who they serve, their Power Partners, resources they're looking for, personal details they've shared and any follow-up you promised to do.

Also have a way to track when you want to reconnect. Your original training emphasizes recording what you've learned and having a follow-up plan, so you don't become forgotten. 

Don't expect referrals too quickly.

Someone may like you after meeting you once, but that doesn't necessarily mean she's ready to put her reputation behind a referral.

A referral is more than simply giving someone a name. When someone refers you, she is essentially saying:

“I trust this person enough to introduce her to someone I know.”

That trust takes time to earn.

And when you do receive a referral, treat it with care.

A referral isn't automatically a sale. You still need to respond promptly, act professionally, listen carefully, understand the prospect's needs and put your best foot forward.

The person who referred you will remember how you treated the person she trusted you with. 

Networking Is Relationship Building

The most successful networkers don't simply collect contacts.

They show up, listen, follow through, stay connected, help others and give relationships time to develop.

When you approach networking that way, you're not simply building a contact list.

You're building a network.