Networking Like a Pro Part 1: Setting Yourself Up For Success

Ever left a networking event and wondered, "What happened? Why did I attend?" You're not alone. Join us for an enlightening episode of Scale Up Strategies where Mary Fain Brandt and Laura Bashore, unpack the transformative power of strategic networking. It all starts with preparation!

We'll reveal how I went from a timid networker to owning a successful networking franchise in San Diego, and how Mary navigated a city move using LinkedIn to forge meaningful in-person connections. 

We all make mistakes when we first start networking, but the key is learning and evolving from them. In this episode, we discuss the importance of aligning your networking activities with your personal and professional values. Instead of spreading yourself too thin, find events where successful individuals in your field are gathering. We also stress the value of having a networking buddy to boost your confidence and the critical need to choose the right groups, such as chambers of commerce, that fit your business goals. Through our own experiences and lessons learned, we'll guide you towards more effective and meaningful networking.

Wrapping up the first part of our networking series, we tackle:

1. The strategic benefits of referral networking groups
2. The importance of setting specific objectives for every event you attend 
3. Why having both physical and digital business cards can make all the difference in follow-up success

If you've ever questioned the true value of networking or struggled to make it work for you, this episode promises actionable insights and real-life stories to inspire your journey.

Stay tuned for next week's episode, where we'll dive into the execution and planning of your networking strategy. 

Don’t forget to rate, review, and subscribe to our podcast. Here's to good coffee, great conversations, and even greater success! Cheers!

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Are you an entrepreneur or a small business owner? How are you attracting business? Join San Diego's Elite team referral networking group. Don't hire a sales team. Join one Call today 619-731- 0395 or visit team referral networkcom to give your business the boost that it needs. Team together, everyone achieves more. 

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Transcript

Speaker 1: 0:03

You're listening to Scale Up Strategies, the business growth podcast for coaches, consultants and speakers. We're your hosts and business coach experts Mary Fane Grant and Laura Bay Shore.

Speaker 2: 0:16

We're sharing all our insider tips from 20 plus years in business, including how we successfully scaled our businesses without losing our minds or our husbands.

Speaker 1: 0:27

Sure, you can piece it together and try to DIY your way to success, or you can listen to us every week and learn the shortcuts, because we promise they're really awesome, so grab your favorite cup of coffee, tune in and let's start the show.

Speaker 2: 0:42

Hey everyone, listeners, welcome back to Scale Up Strategies, the business growth podcast for coaches, consultants and speakers. I'm one of your hosts, laura Bayshore.

Speaker 1: 0:54

And I'm Mary Fainbrand and Laura. I'm still getting used to the new name, Like I'm still like when I'm introducing the new name to our what I'm talking about, I'm still getting that new name, but I love it. And I love today's episode because it's talking about something that you and I do very well. We love doing it and it's we're going to dive into the world of networking and why it's been instrumental in growing our business, and how you can use networking to grow your business, you guys. Networking is not just about shuffling out business cards. If you're watching the YouTube video, you can see me doing this with my hand. It's not about going to a networking event and shoving your business card into everyone's hands. It is about or bracelets, or bracelets.

Speaker 2: 1:43

Oh my gosh, the bracelets that we got in Orlando at Podfest yeah, it was so weird she just came out of nowhere. Came out of nowhere.

Speaker 1: 1:53

Said here have a bracelet, like I don't even know your name, why do I want to put your bracelet on? Yeah, so we're going to be talking all about networking and you know, I think we should let our guests know that this is two parts. This is part one of two parts of networking. So this is why you should be networking and how to network, and it's really, laura, about building relationships that can lead to amazing opportunities. So, laura, I think we should kick things off by sharing some networking stories. You want to go first?

Speaker 2: 2:30

All right, yeah, as the owner of a networking organization, Team Referral Network here in San Diego County, I'm going to lead off and kind of just share the how and the why behind creating a new revenue stream through networking, and I think this is one of the main things that people don't really take into consideration. If done right, instead of showing up and being transactional at a one-time event which, yeah, you may walk away with something but if you take the approach of building long-term relationships instead of just one transaction, you are going to walk away from people who trust and value you as a business owner, and that leads to years and years of revenue. So when I first got into networking, 2019 is when I really started making a concerted effort to network in person, and that's kind of what we're focusing on is those networking in person. And when I first started, I was scared. I didn't want to go into a room at all, I just had no, and so I was very scared and timid. But fast forward now to 2024, and I not only am considered an expert in networking, but last January, I purchased a franchise, a networking franchise. So what I've learned about networking is the first step is to really prep for what you're doing, and that's why, as Mary mentioned, we have this broken down into a two part, so today's episode is going to talk to you about the prep and the why behind what you're doing, and so, for me, when I'm going to be spending my time somewhere, I want to make sure that I'm going to have an ROI. Part of that ROI, though, is to also enjoy where I'm at.

Speaker 2: 4:33

So first, let me share a couple of different networking events or organizations that you could be thinking about, because it's not just a one place, so there's many different kinds of networking. There's category exclusive, referral based networking, like my organization, and then there's also networking groups that are focused on women and women's empowerment. There are industry specific events. There are conferences. Yes, you go to learn at a conference, but those of us who know how to really work, those also know it's great for networking. There's masterminds, yeah, there's chambers, and so much more, and it's really important to understand that you don't just choose one of those. As you build out your portfolio, you start to figure out which of those make sense for your business, and I think, mary, it would be really great as somebody who had a strong network here in San Diego and you still do- you know I was like it's not past tense, I'm still known in San Diego.

Speaker 2: 5:38

But now that you moved to Arizona it was about four years ago, right Coming up on four years yeah. So I think it would be really helpful with our audience if you could share your story. You know how did you begin building a new network in a new state and city.

Speaker 1: 5:59

Well, ironically, I had clients over in Arizona when I lived in San Diego and I know this is about in-person, but in-person can stem from online, so I built out a strong and strategic network on LinkedIn.

Speaker 1: 6:15

So when I moved here, I already had people in my network that were here. So one thing that I want to encourage people is to expand your network outside of where you live. Expand that network, think bigger. Because I had already established an online network here in Arizona. I knew a few people. I got together with a few people that I knew and talked to them about where do they network right?

Speaker 1: 6:44

So, online, creating my LinkedIn network helped me meet people in person when I moved to this new area and I literally only knew maybe 10 people Maybe I mean 10 people that I felt like I could call right. So that led to these in-person conversations, which then led to testing out new networking groups. And let me tell you, even when I was in San Diego, I did everything wrong. I went to every networking group when I started my business. I went to every single one because I was like I got to get out there and I wanted to pass my business cards out. I mean that was not quite a decade ago, but let's let's call it like eight plus years ago Like I did it all wrong.

Speaker 1: 7:28

I went to every every event, spent money on every ticket, passed out my business card and what I learned is that cost me a lot of my time and a lot of money on business cards. So fast forward learning how how to network right. So it's not about going to every networking event and it's definitely not about shuffling the business cards, throwing them in everyone's space. It's about testing out different networking groups and finding the ones that align with who you are as a person and a business owner. Because if it only aligns with who you are as a business owner and it doesn't align who you are as a person, then there's going to be a disconnect and you probably won't feel good about going to that.

Speaker 1: 8:09

So, for example, I am not a huge happy hour networker. People might be going what? But everyone throws happy hours to network. Well, that's my time and my time at happy hour. I want that to be with friends and family, so I'm more of a let's meet in the morning. For me, it really needs to be more strategic than just a networking, a happy hour network. I'll go to a couple, but that is not my go-to. It doesn't align with who I am right.

Speaker 2: 8:41

I agree, right, I was just going to say most of my networking is done during the day too.

Speaker 1: 8:48

Yeah, cause we're like that we're like that Um, watch, you know, watch people on on LinkedIn. That's what I did. Where are they networking? Where are they posting at? Do I like those people and their topics? Do they have amazing speakers? So mine really started in person badly in San Diego, nervous. What do I say as an early business owner? As I've matured and grown in my business, I'm very strategic and I look at where other people congregating and are those people the interesting, cool people that I want to hang out with. So test different networks out, go online to find out where the in-person networking events are happening. And then I want to say something. You know that why is this so critical to your business? Because it is how you can grow your business and find speaking opportunities, other guest appearance on podcasts. You can find clients, but you can find referral partners also and find a networking buddy.

Speaker 1: 9:52

So when I moved here you're like oh, you moved here. I put on a networking event, met a wonderful woman, Jen Drago. Shout out to Jen Drago. She had started her business, she came from corporate. So we were both trying to build a different network. So we made a commitment to go to two new networking events a month together, just two together, and then we do some other things. So I think that that is having a networking buddy If you're scared to network, that could be a pivotal, a pivotal turning point in networking.

Speaker 2: 11:35

I think so too, and also they don't even have to align with what you do as your business. So you know my networking buddy, pam, and we don't have the same exact businesses, but we also have um, we complement one another's personalities, which is great. So the things that I'm comfortable with maybe she's not as comfortable with, and vice versa. But now that we've been doing this along with each other, we go out and we use each other as an anchor. So, like, okay, here's the goal of what we want to do. We come back to each other to regroup, feel good about what's going on, or we use each other to say, hey, even if you don't know this person over here, you can. You can have your buddy be that person who's going to make you feel confident to at least show up, cause that's the first step, right Is you got to show up, you got to show up.

Speaker 1: 12:28

Yep. So I think that I want to share one other story, laura, if you don't mind. What you know moving here. You know what networking groups are. Right, I tested some online ones out because we moved here during COVID. Then I finally got to test some in-person ones out and I have to say I tested a few out and I decided I wanted to finally join a chamber.

Speaker 1: 12:49

But again, with any networking group and chamber is a great networking group you want to make sure it's the right one for you. So I lived in Surprise at the time and I went to the Surprise Chamber and it wasn't a good fit. I know, surprise, where'd you move to Surprise? And people were like, no really, where'd you move to? I'm like no surprise, yeah, that's my joke. Uh, it went over really well on Facebook when I'd say surprise, they're like where'd you move to surprise? Uh. So I went to the surprise chamber and it just wasn't a good fit for me. It was close, it was convenient, but it didn't feel like the right fit for me, my personality, my business.

Speaker 1: 13:30

So then what I did is I was on LinkedIn and I was looking, I was watching people, what they were posting, where they were at, and there was someone and I always. I just saw her Tuesday night at a networking event and I said, oh yeah, I was stalking Maria, like everybody knows, knows, that's what I say. I stalked Maria for six months watching her posts of where she was going and she was always at this Glendale chamber event and she was posting pictures and everyone was smiling and they were having fun and they had a social component and a business breakfast and she just was always posting all this and I was like that's the kind of chamber I want to be a part of. And she just was always posting all this and I was like that's the kind of chamber I want to be a part of. So I finally went, I went to their I call it Bob breakfast over business and immediately I knew that that is the chamber for me. It was farther, but that's okay, it's the right fit for me.

Speaker 1: 14:22

And so watch where people are like where are they networking online? Look at those posts. You want to join a chamber? Go visit them before you just plunk down your money has. I mean, I have joined not chambers but other networking groups that were not a good fit for me, cause I I went to. Here. I'm going to share a story. I went to an event as a big luncheon. I got hyped up in their special, they were having the energy in the room and I spent a thousand dollars on it.

Speaker 2: 14:52

I know what that was.

Speaker 1: 14:54

You know what I bet it was? I spent a thousand dollars for a one-year membership that I never went to anything else. It was too far and it wasn't the right fit.

Speaker 2: 15:04

That's a great point too. It was too far and it wasn't the right fit. That's a great point too. Don't get sucked in at the big event that an organization is doing. You are so right If it's something where they're throwing one big mixer or one big luncheon, but they have other components of what they do regularly. Make sure you go to the regular meeting, the regularly scheduled television, right? What was that phrase they used to use?

Speaker 1: 15:27

Back to your schedule.

Speaker 2: 15:29

Yeah.

Speaker 1: 15:30

Yeah, you know what I'm saying. You know, you go.

Speaker 2: 15:32

Okay, so make sure you do that, because that's where you're going to see the people who actually belong there. A lot of times at a big luncheon, some of the people that you'll dive with or connect to are not the people who regularly attend, so that's a really good point. I like that you'll dive with or connect to are not the people who regularly attend, so that's a really good point.

Speaker 1: 15:49

I like that you brought that up. I like to share that because I you know, one thing that we want to do with our podcast, laura, is we want to be authentic and share real stories of our failures and how we overcame those and are more successful now, because I think by sharing the good, the bad and the ugly, people will relate to us more. So, laura, I know you're this master networker now and you have a networking business. Do you have a story, a networking story besides Bracelet Lady, that you can share with our listeners?

Speaker 2: 16:25

Yeah, I think sometimes I'm going to talk biasly about referral networking because I think, as a small business owner, that is your ticket to regularly connecting with your referral partners. That is your ticket to having consistency in your business If you're really looking at turning networking into a revenue stream. Yeah, it requires that I attend weekly. It sure does, but you know what that does. That means that these people know, like and trust me. That means when people are just in a Facebook group you know like the mom's groups or the industry specific groups and somebody asks for my services, I regularly get 10 to 15 people who are referring me. I get business from that. And then showing up to these weekly meetings allows me to test out new pieces of my offerings and allows me to have people who are not my competition. I'm not talking about going to the caravans you can do that too. But what I'm talking about is, if you go to a referral networking group, it's category exclusive. There's only one of you. There is not competition. You're building in people who will help you and, for example, I landed one of my first lucrative contracts through my networking group.

Speaker 2: 17:48

Somebody said hey, I think you would align with this nonprofit over here. Why don't you? Let me introduce you? From that introduction I not only got a contract directly with the individual I was connected to, but then it's turned into someone who's also become a partner of mine, a supporter of mine, and she's well established in the community. Yeah, so it helped to give me backing. And then how I give back is by participating in her nonprofit, and that helps me too, because it fills that side of my business that I want. So networking can be a huge revenue stream for your business, not only in direct clients, but business partners and relationships and community awareness.

Speaker 1: 18:34

Right. I love that. I agree with all of that. I think that it's also important when you're looking for the right networking events to attend. What are the objectives Like, is it?

Speaker 2: 18:46

a happy hour party.

Speaker 1: 18:48

You need to know what you're getting into and if that's what you need like maybe you need because you're an entrepreneur, a solopreneur maybe that event, that happy hour, social networking is something that you need once a month Right, so there's nothing wrong with that. But that's not where I want to spend my time and I might go to one every other month. But you need to understand what are the objectives of that networking event. Are they growing their membership? Is it a social event? Is it a business focused event? Look for, I like events with clear goals versus the happy hour events. So, whether it's like breakout sessions or there's dynamic speakers or groups that you can join before the networking events, you can start cultivating those relationships. I think that's really important. And then I have a technique.

Speaker 1: 19:36

So you remember when I started my business, I was awful at networking. I went to everything through my business card. Try to connect with everyone. You know, just, grow my network. Grow my network, right.

Speaker 1: 19:46

So now I'm much more strategic. I connect with people that I can collaborate with, refer with, learn from or, you know, they can be a potential client of mine. So when I go to networking events now, instead of trying to connect with massive people, right, like well, I want to leave with all these business cards. I go with an intention of three, and what that is is I want to meet three amazing, interesting people One that maybe I could collaborate with on a project, a live show. Someone that could be a referral partner so compliments the work that I do or works with the small business owners that are a good fit for me, and then I can refer them as well. And then someone that might become a potential client. So I don't walk in anymore saying, okay, I got to leave with five clients tonight. I walk in with the intention of meeting three people referral, collaborator, client.

Speaker 2: 20:44

Yeah, exactly, I love your three C's. I live by them too. I didn't know that it was a three C's, but this is why we're partners. It is right, and I know, that in this digital age, we talk about cards. Right? Do you have a digital card? I don't use business cards. Blah, blah, blah. Okay, here's where I'm at with it.

Speaker 1: 21:15

Where are you?

Speaker 2: 21:16

at. I really dislike when I'm talking to somebody and then they ask for my digital card or you know my QR or something, and I say card, or you know my QR or something, and I say I don't have one, and then they look at me like, oh, on the flip side, when someone asks for my business card and I say I don't have one, you're losing out on opportunities because you're not willing to meet people where they are. It is the same business principles that we talk about in everything that we do. It is the same business principles that we talk about in everything that we do. So I have a business card and I have digital cards so that you can connect with me. However works for you.

Speaker 2: 21:56

I don't ever want to look at somebody and tell them oh, I don't have that. Think about how you've been successful in business in your career. Those who can intertwine or interact with multi-generational clients and business partners are the ones who will be successful. You need to look at it the same way.

Speaker 1: 22:16

Don't count somebody out, because they just don't connect with people the same way you do, so I just don't like it, people are still using both, so I so, for people that are watching the video, yeah, so one digital biz, I have both. And the other reason you want a digital business card, even if you're old school and still have business cards, because if you run out or something changes, you have to get them reprinted Right. And that's where I'm at right now I'm changing my business card. I haven't decided what exactly what I'm putting on there, but you know what I use HiHello, and we'll have that link in the show notes. And it's free. I love this because it's free. So I have my digital card with me all the time and then I have a business card.

Speaker 1: 23:00

But on top of that, laura, instead of just giving out your business card, I'm going to give you all a pro tip. Are you ready? You want to ask for a card, even if you give one. Why? Because if you give someone your business card, the follow-up control is all in their hands. You want to be in control of following up. So, whether it's for a client, referral or collaborator. So you always want to say, oh, do you have a card? And if they say no, say do you have a digital card, can I? You want to get at least their email. Do not just give out your card and not walk away with their contact information, cause I've done that in the past when I did everything wrong and then I couldn't follow up with them and I never heard from some people. So you know, and there you had a great conversation and it's like that.

Speaker 2: 23:49

There's no way to follow up on it, because I trusted you to take control of that piece of my business. Exactly, I agree with that. One thing that we didn't mention here, since we're talking about prep, and I want to make sure we put that out there too. You talked about how to find, um, how to find the right event to go to. You know, looking at the people who are attending.

Speaker 2: 24:12

The other thing is, if the event that you register for gives you a pre-attendee list giving you that, don't not use it. That is a goldmine, and that's not being overzealous, that's being strategic about what you're doing. So I love my chamber gives that out, and so I'm like, oh okay, I know who will be here tonight, so I know who I definitely want to make sure that I contact. Also, you know that's a great way to have an icebreaker, which is that, hey, I saw you were going to be here tonight and I wanted to make sure we connected, you know, so use that strategy registration list Exactly and even if it's like you if you registered in LinkedIn.

Speaker 2: 24:59

right? If they put their event through LinkedIn, everybody who's attending you get to see when you've registered.

Speaker 1: 25:05

So take advantage of that and use that, yep, yeah, reach out and start the networking. Before the networking you don't have to wait to be in attendance in the room. If you get a list or if it's a LinkedIn event or a conference, reach out to those people ahead of time and say Laura, I see that you're going to be at the social media conference that I'm attending as well. Check out your profile. I'd love to learn more about your business. Want to grab coffee? You want to grab lunch? Want to meet after the session? What sessions are you attending? There is so much that you can do with that, and I'm still amazed at how little people do. They don't take that extra step right and really strategize. And we're talking about the prep that is prep for. So, um, yeah, I'm a big, I'm a big proponent of networking. Before the event Exactly exactly.

Speaker 2: 25:57

And then there's a second piece of that that we'll talk about in part two of this you know that you can use with that, so you're going to have to listen in for that of how we also use those registration lists and attendee lists. So I think we're good. Can we bring one?

Speaker 1: 26:13

more thing up, because we're talking about prep. One more thing about prep, laura. Okay, just one more thing, okay one more.

Speaker 2: 26:20

Thing.

Speaker 1: 26:20

You guys. Sometimes she's such a stickler, I got to tell you. So we talked about prepping for networking. You know where to find your events, have a digital card. What not to do? We didn't did we mention that before networking, you better have your profiles updated your online profiles LinkedIn and Google because after you meet people, they're going to go check you out. Don't you want them to see the best version of you? So put in some time and freshen up your LinkedIn profile, your Facebook, your Instagram, you know whatever, wherever you're at online, because people are going to go search you.

Speaker 2: 27:00

Absolutely Such a good point. I'm glad you reminded us to put that in there, because it's so important. People look you up immediately. That's what they do. That's why they have their phones on them, right? That is what they're doing. So I do also want to do something with you, something new. Is that okay?

Speaker 1: 27:20

Oh, okay.

Speaker 2: 27:22

Okay, you just have to say say yes, anyways, because it's in the script, all right. So, moving forward with our podcast, we are going to be asking our guests a series of four questions related to them as business owners that will help you connect with them more and walk away with maybe some insight and a few nuggets of wisdom that has helped them be successful. So, since our listeners probably want to know a little bit about us too, we're going to ask each other these questions and, mary, I have chosen you are up first.

Speaker 1: 28:01

Oh geez, of course I am. Okay, let's do it, let's get this over with.

Speaker 2: 28:07

I'm ready, okay. So what was the last risk?

Speaker 1: 28:11

Wait one two, three oh no, I'm just throwing out answers. I figure if I throw answers, something has to be right. No, oh, there's no buzzer. I thought there was a buzzer and I had to answer quickly. No, okay.

Speaker 2: 28:25

No, no, this is more introspective. I want you to take your time with this. So, okay, first question I have for you is what was the last risk you took as a business owner?

Speaker 1: 28:37

I got up this morning. No, I would say I invested in a tech company. I invested in a tech company you did. Yeah, I did. I'm not an investor A friend that I've known, a friend colleague that I've known for quite some time, and it's a big company, a big, you guys would know it, I'm not going to say it and they were looking for investors for a part of their company that is AI related. It is AI. This was like two years over two years ago, though. So that was, yeah, I'm waiting for the dividends. But I did a small investment, but that's a risk, right, taking my hard-earned money and like, okay, I give you this amount and I'm, I'm waiting for them. To what is it called? When they is it day best? No, huh, I don't know.

Speaker 2: 29:35

I don't know when they it.

Speaker 1: 29:37

They double down or something when they split, split stock or something. I'm waiting for that, I think it's day best.

Speaker 2: 29:43

Am I right? I don't, I don't know. Again, I not an investor. This is why it's a risk. I'm not a serious investor but. I believe in the product.

Speaker 1: 29:56

I do use the product so that's good, then.

Speaker 2: 30:01

All right. So now we're going to do number two. So number two is what is a quote you live by in your business?

Speaker 1: 30:09

Oh, done is better than perfect. Perfect gets you stuck and stalled and you don't move forward. So done is better than perfect. Perfect does not exist.

Speaker 2: 30:22

And I can go back and fix anything. All right, I love it. And then what? This one's an easy one. What is the number one social platform?

Speaker 1: 30:33

you use for your business. Let me think about this. There's so many out there these days Instagram, now Facebook, not so much anymore. Tiktok never went over there. Pinterest, that's for recipes. Oh, LinkedIn, of course.

Speaker 2: 30:45

Yeah, surprise, surprise Arizona. Oh, linkedin, of course. Yeah, surprise, surprise Arizona, surprise, all right. And then this one is what is the key to your success.

Speaker 1: 30:57

I think the key to my success is to not compare myself to other people that are in my industry. I see people that have been doing this longer and they have elevated programs or different programs. I'm like, oh, I should do that, and I think I've learned that that isn't always the best for me. I need to stay in my zone of genius, so don't compare myself to others.

Speaker 2: 31:22

I like that. That's a really good one to remember because you can get inside of your head as a business owner so easy, Absolutely Well. That's going to wrap us up for part one of our networking series. Stay tuned for part two, where we'll dive into executing and planning your networking strategy. So what do you do when you're out there? How do you follow up? And we'll also get Mary to ask me those same four questions. So if you're dying to know the answers, make sure you tune in to part two next week.

Speaker 1: 31:56

And always as always, we love hearing from you, so drop us a line with your networking tips or horror stories. We like to hear those too, so we can all learn from those. And until next time, here's to good coffee, great conversations and even greater success cheers. If you enjoyed the podcast, show us some love. Please rate, review and subscribe to our podcast, and if you have any feedback, go ahead and share that with us too, because we want to hear from you. Until then, stay focused, stay motivated and stay caffeinated.