🤝 How much networking makes me (and how you can network properly).

Think of last time you needed a job doing - like a repair on the house, or to find a new software tool, or some help in your business. What did you do?

Stop to think. Take a moment.

Chances are, your first impulse was to ask someone you already knew (either for them to help you, or for them to recommend someone).

Businesses do the same. The vast majority of work is handed out in conversations and referrals long before anything is ever posted online or searched for.

The cheesy phrase, “your network is your net worth” gets bandied about a lot, but your network is NOT who you know.

Your network is:

1. People who would take your call at 11 PM to help you with a problem.

   
   

2. People who would refer other people to you.
   

Real networking is relationship building. Real relationships are built on mutual value creation.

When you recognise this - the value of networks - you can make your business a lot calmer. You will introduce more systems to leverage your network - rather than chasing random strangers - which will help you achieve more while doing less.

So far this year, I have made between £10,000 - £30,000 per networking event I have attended. I’m reliably signing clients who I know are likely to stick with me and refer me to others long term. Networking works.

“But networking isn’t scalable” - services businesses don’t need a lot of leads, you need high quality leads. You can see that from this real report from a business that “only” got 42 leads in a year yet made $450k. Networking can be enough on it’s own.

SIDE NOTE: Just because networking events are working for me, it doesn’t necessarily mean you should do them. We are different people with different strengths. Lean into your strengths. If you need help identifying the right marketing strategy for you, your business, and your strengths, then book a call with me.

Many people are craving real-life experiences now as so much has moved online (and this is a trend I’m betting will continue getting stronger!). People buy from people, and real-life experiences have credibility baked into them as you spend time with a real human. It does take work to create authentic connections, but it is worth it.

Basic steps on how to network (without being awkward or salesy):

1. Start with the people you already know. Existing relationships are often worth much more than new ones. Send an email, arrange a coffee, say hello.

   
   

2. Don’t know anybody at an upcoming event? Message people in advance, or ask each person you speak to there for introductions (“you seem like a regular, who do you think I should make sure to speak to while I’m here?”).

   
   

3. Listen more than you speak. Ask questions, be interested. Try to help people. Give before you ask (you can refer them to someone, or recommend a tool, or say how you dealt with an experience they’re going through, etc).

   
   

4. Have fun with it. Not everything needs to be about business. Relationships first.

   
   

5. Tell people what you’re looking for. Be specific. E.g. “I work best with coaches or freelancers who are overwhelmed and working too many hours for too little income - who do you know who might be like that?”

   
   

6. Go to specific things, not anything. Go to places with high concentrations of your audience, not just popular events. We want quality, not quantity. (I can help you identify these places if you’re stuck, just reply to this email.)

   
   

7. Follow up. Send a quick thank you, reference something you discussed or link them to something useful, recap what you do (people will forget, so give it to them in writing), explicitly state any next steps agreed (e.g. see you at x place, or you mentioned you’d intro me to x, etc).

   
   

   1. Read this for more on following up and how to build trust and liking.

      
      

8. Be consistent but not pushy. Share updates, ask them questions, remind them what you do and that you still exist, stay in touch.

   
   

9. Deepen the relationship. Invite them to more things they will find useful, meet in real life, build the relationship.

I have friends and family that I have absolutely no idea what they do for a living, and maybe they don’t know what I do either. We’ve likely told each other before, but then forgot. We are all human, we all do this. The people you meet at networking events will also forget what you do. Regularly remind them what you do and for what kind of people so they know who to send to you. Be top of mind.

How to create authentic connections

I shared this in my Work Smart Wednesday newsletter. Want the full set of related insights? You can read them here: https://worksmartwednesday.substack.com/p/work-smart-wednesday-july-16-2025

👋 Want to work together?

When you're ready, here's the best way to get my help:

🔍 Clarity Call - We will discuss your business together and create a step-by-step action plan so you know exactly what you need to do next (and how to do it!).

💡 Want more from me? Find more on my LinkedIn profile.

🎯If you found this useful, don’t stop here. Sign up for Work Smart Wednesday and get smarter work tips every week.