Pranav Dalal is the CEO and founder of Office Beacon, a global outsourcing firm that serves clients in various industries worldwide.
If you see networking events as cringy mixers where folks just toss around business cards, maybe it’s time to rethink how you view them. I’ve hosted networking events at SoFi and Intuit and noticed how powerful in-person connections can be. It’s not about looking for potential sales. Instead, initiate authentic, meaningful conversations. This approach can result in big opportunities.
Attend networking events with the mindset of walking out with a new collaborator, partner or even a trusted advisor. Transform these casual conversations into partnerships that will fuel your business’ growth. While this game plan isn’t always straightforward, it is something you learn through experience. Here are a few insights that might help:
Conversation To Collaboration
When I meet someone at a networking event, I focus on connecting, not selling. This might sound basic, but you’d be surprised how many people lead with a rehearsed spiel instead of a genuine conversation or even a prepared elevator pitch. If there’s one thing I’ve learned, it’s that authenticity builds trust faster than any pitch could.
Focus on creating an environment where people feel comfortable enough to let down their professional walls and talk about what drives them. When that happens, connections move from superficial to substantial. So, don’t worry about “selling yourself.” Instead, focus on making a genuine connection by being curious about the other person’s story.
Driving Business Growth And Revenue
While great conversations are a start, the end goal is growth. For me, the measure of a successful networking event is how many connections turn into opportunities that move the needle, whether that’s market expansion, increased revenue or deeper client engagement.
When you’re at an event, look for the potential ROI of each partnership. Keep an eye out for people whose goals or markets are compatible with yours.
Additionally, identify what’s at stake for both parties. Whether it’s tapping into a new customer base, cutting costs or expanding expertise, align your collaboration around tangible goals that serve both businesses. This clarity ensures that partnerships born out of networking events don’t just stop at the handshake stage but actually go on to create real value.
Making The Most Of Networking
So, how do you ensure that every event is a valuable investment? Success often depends on planning and a well-honed approach during the event itself. Here are a few strategies that have worked for me to turn networking into high-impact outcomes:
• Research and pre-connect: Before every event, I research who’s attending and who aligns with my goals. With social media and event apps, getting insights into attendee lists and agendas is easier than ever. If I see someone whose work aligns with my objectives, I’ll reach out ahead of time to express interest in meeting up. This approach sets the tone for a meaningful conversation and avoids wasting time on introductions that might not lead anywhere.
• Skip the small talk: Small talk can be the enemy of impactful networking. Instead, I use focused questions like “What’s a project you’re excited about right now?” or “What strategy worked wonders for you last quarter?” These questions reveal whether there’s potential synergy and allow me to quickly identify people who share my goals or have complementary strengths. In my experience, these conversations often uncover partnership possibilities that would never emerge from superficial chit-chat.
• Send an intentional follow-up: The real work begins after the event. I always send a follow-up within 48 hours in which I highlight key takeaways from our conversation and propose a specific next step. For instance, if we discussed a mutual interest in expanding our client base, I suggest a follow-up call to explore potential collaboration ideas.
• Curate your own events: I’ve found that hosting my own events with a curated guest list amplifies the networking value. When I bring together individuals who share goals, I can facilitate targeted introductions and make it easy for attendees to find potential partners. Hosting gives you control over the attendee mix, and it’s a great way to create an environment that fosters high-value connections.
Beyond The Business Card
Treat networking events as if you’re building your own “board of allies.” Approach each interaction with the mindset that you’re curating a trusted network of advisors, future collaborators and strategic minds who will add depth to your business over time.
Every handshake is a door, but it’s your approach that determines whether it opens to a hallway or a highway. Go beyond the surface, let curiosity lead and build connections that will keep delivering long after the event. In the end, it’s not the contacts you collect but the allies you forge that drive growth to your business.
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