Mastering networking: our tips for success

Networking is one of the most powerful tools for building relationships, discovering opportunities, and growing your business.

Rachel Parker, Employment and Skills Officer at Basingstoke and Deane Borough Council tells us “Networking is not about collecting contacts. It’s about cultivating relationships through purposeful conversations, attentive listening and smart questioning.”

There are so many local networking groups that can provide you with the perfect platform to connect with local professionals and businesses.

Newcomers to networking can find it quite daunting and even those that have been to events before can be nervous. To make the most of these opportunities, we’ve put together some practical tips to help you prepare, engage and follow up effectively.

Before the event: set yourself up for success

Take time before the event to prepare. Here are a few ideas of where to start and what to consider. 

• Be clear about your goals before you go – are you seeking career advice or looking to explore new opportunities? Maybe write down one or two aims for the event.
• Research attendees in advance. If you have access to the delegate list, take time to identify key people you’d like to meet. Knowing their business and interests helps you start meaningful conversations. Then go in with a clear idea of who you want to meet and what you’d like to discuss. This ensures your networking is focused and productive.
• Wear something that makes you feel comfortable yet professional. Confidence starts with feeling good in what you wear.
• Understand the event format. Is it a formal roundtable or a casual mixer? If you’ll need a short pitch (often referred to as an elevator pitch), prepare it in advance so it feels natural and you can introduce yourself confidently. 

During the event: make connections that count

Networking is about creating mutually beneficial relationships, not just exchanging business cards. Approach conversations with curiosity and generosity. Think about how you can help others as much as how they might help you. With that in mind, here are some practical tips to make the most of your time at the event and your interactions authentic and valuable:

• Make sure you arrive early or on time but definitely not late. You miss prime opportunity to connect with people.
• If you attend with colleagues, avoid sticking together. Spread out to maximise your reach and meet new people.
• Put your phone away. Phones can act as a barrier. Staying present shows you are approachable and engaged.
• Start with everyday conversations. Begin with light topics like shared interests or local news. If you find common ground, the business talk might flow more naturally and you may find people that you want to do business with, because you get along on a personal level.
• Think about the balance of speaking and listening. Aim for a ratio between 20/80 and 40/60 - listen more than you speak. People appreciate being heard. SEEDL offers some free courses if you think you need some help with active listening.
• Use open-ended questions to encourage meaningful conversations. Keep questions professional and constructive, balancing curiosity with respect. Avoid overly personal questions. SEEDL has a 20-minute micro course on effective questioning techniques.
• Exit gracefully! If a conversation isn’t progressing, try: “Thank you for your time. I’m going to let you meet others now.” This keeps things polite and professional.
• Share physical business cards or use a digital card to enable people to follow up with you after the event. You can also use a QR code on LinkedIn.

Mitch from Petra Jewellery tells us: “Be genuinely helpful and help people connect with other people that might help them or add value to their businesses. It’s really constructive to agree next steps with people and then stay true to your word. Follow-ups need to be done incredibly quickly as they lose value rapidly.”

After the event: keep the momentum going

Have a consistent way to follow up. If you use LinkedIn then send a connection request within a few days. If email is your preferred method of contact then send a follow-up email. If you can reference something from your conversation this will make it more personal and may help the other person to remember you better.

Share relevant content, comment on posts and keep the relationship warm. Networking doesn’t end when the event does - it’s an ongoing process.

Barbara Payne from Digital House MD runs networking groups in Tadley and tells us: "Always go prepared, get there early and go with clear goals. Have a simple 20–30 second introduction that explains who you are and what you do and set yourself a goal, such as collecting eight business cards, to help you stay focused and engaged.

"But my biggest tip? It’s not all about what happens in the room. To get the very best out of networking, it’s what you do afterwards that really counts. Follow up, follow up, follow up! It's key to connect afterwards by email, on LinkedIn and socials."

Exhibition networking tips

If you are taking a stand at an exhibition to showcase your business, for example the B2B Expo, consider your route in advance, think about where you are going to be able to park and how you will carry all your equipment in. Practise putting your stand up in advance, this will avoid frantic messages to colleagues to help you do this while at the event.

If you have enough space, make your stand a welcoming area with seating, demonstrations and giveaways to encourage people to meet you and chat.

Make the most of any informal break out time when you are not manning a stand, for example when you are grabbing a coffee.

A final thought…

Barry Smith from Hampshire Chamber of Commerce says: “Successful networking is about what you can contribute, not what you can gain. Approach every interaction with consideration, honesty and a genuine willingness to support those where it is appropriate.”

By preparing thoughtfully, engaging authentically and following up consistently, you’ll make the most of networking events, strengthen your local business network and hopefully gain confidence to do it all over again.

December 2025