Networking Skills Every Consultant Needs

Because I started coaching when the Internet was still called the "World Wide Wait" and wasn't yet important for attracting clients, I had to develop marketing skills that many of today's coaches lack. Specifically, I learned to attract clients without needing the internet at all. I can use the internet, but don't need it. Let me give you four examples that you can still use today, and maybe give you an edge: 1. I picked 10 companies where I wanted to get hired and found ways to engage one or two leaders there. Once a month, I would drop off (YES -- I drove there and dropped envelopes off!) 3-page executive briefs, chapters from a book I was writing, or articles or book reviews that might be of interest. I would follow up just enough -- without being a pest -- to see if the prospective client wanted to meet for coffee. If it became clear a prospect/company wasn't going to work with me, I found a different company for my "Top 10" list. (If you have more energy than I do, you could do a Top 25 list; a consulting firm I worked with had a Top 100 list and every partner had to develop relationships with a share of that list). 2. I became a leader at an industry association. I led seminars about topics they cared about (a strategic seminar got the best response), interviewed members for research and benchmarking reports, and spoke at conferences. This made me the resident expert on their leadership issues, and got me lots of work. 3. I formed a few quality alliances. I'm an extreme introvert, and so I had to outsource my networking to those who had access to lots of prospective clients. I worked with a local bank to do seminars for their business clients. I coached executives in the portfolio of a local investor/venture capitalist. I had reciprocal lead generation relationships with an assessment company, HR consultant, and even a former professional athlete. All I needed was for each alliance partner to get me 1-2 clients per year and I was set. 4. I conducted research about leadership issues in my target markets. This is a great way to reach leaders without coming across as a salesperson. I'd come up with benchmarking studies, or interview leaders about best practices. Participants saw me as a serious professional and expert. This work also gave me content for writing articles in industry publications. When the internet became a real thing, it only augmented the business development discipline I had already developed. Websites, LinkedIn, and YouTube: these helped but didn't replace the above, and other tactics. Today the internet is a blessing and curse for new coaches. It provides the illusion of visibility, but you still have to build relationships with quality and dedication. Get online to meet people and then build relationships offline. Don't be dependent primarily on the internet for leads. Do the work. As the classic (also pre-internet) ad slogan said, "We make money the old-fashioned way. We earn it."

Want to be a good networker without being too cringy? Here are my tips for success: I call it The SCHMOOZE Method because isn't that what it is? S – Skip the Boring Intro Nobody cares about your official title, hook people with a killer oneliner about what you actually do. Instead of "I'm a financial consultant," try: "I help people stop making dumb money mistakes before it’s too late." C – Cut the Sales Pitch Networking is not speed dating for sales. If you treat people like walking dollar signs, you’ll be ghosted faster than a bad Tinder match. H – Have a Killer Story People remember stories, not stats. Got a client who doubled revenue because of your help? Share that. M – Make It About Them Ask powerful questions. The most powerful phrase in networking? "Tell me more." People love to talk about themselves. If you let them, they'll like you more and you might actually learn something too. O – Own Your Weirdness Nobody remembers Mr. Generic Business Guy. Lean into what makes you stand out. Quirky, nerdy, obsessed with a niche? Good. That’s your brand. Me? Snarky in case you didn't know. O – Offer Real Value A tip, an intro, a resource: give something before you ask for anything. It builds trust and makes you instantly more likable. Z – Zero Follow-Up = Zero Results Met someone interesting? Follow up like a human, not a spam bot. A quick email or DM with something relevant (not “just checking in”) keeps you top of mind. E – Exit with Purpose Don't let a good conversation fizzle into awkward silence. End strong: “This was great, let’s set up a quick call next week,” or “I’d love to send you that article I mentioned.” Give them a reason to remember you. "Networking isn’t about collecting contacts, it’s about connecting dots. Be the person people want to connect with, not the one they avoid. Be human, be real. You might even make friends along the way. What did I miss? Tell me below.

Networking changed my life. It helped me secure my first big consulting deal that let me quit my full-time job. Here's how to build relationships on LinkedIn (the right way): Networking can either make or break your career. Do it wrong: You’ll ruin your reputation. Do it right: You’ll have people speaking well of you when you’re not around. Here’s how to network like a pro: 1) Be genuine People can sense fakeness from a mile away. Instead, speak with them to get to know them. Not just because you want something. Besides… There’s no point in building relationships with people you don’t like. 2) Be a friend We want to feel cared for. Reach out once every 3 months to see how they’re doing. • Offer help • Schedule a coffee chat • Ask about their recent trip Don’t build connections. Build friendships. 3) Change your intent Turn your “I want this” mindset into a “I want to help” mindset. Start conversations without trying to sell something. But because you want to help them. Stop asking. Start giving. 4) Think long term It doesn't matter if they can’t help you now. In the long run… …you’ll be able to reach out when you need it. Be there for them now. They’ll be there for you later. That’s a real relationship. 5) Don’t ask for immediate favors This is where most screw up. They’ve barely met someone and immediately: • Ask for a job • Request a resume review • Or want some other big favor You wouldn’t do this to a stranger on the street. Why do it on LinkedIn? 6) Be mutually beneficial Start by building foundations. When/if it makes sense, think of how you can collaborate. Just like in business… This isn’t a one-way street. I help you. You help me. That’s how the world works. 7) Create on LinkedIn You never know who’s watching. Share your thoughts on the feed daily. And give people a glimpse into what you’re doing. You may not realize it… But others are going through the same as you. One of them might just come back with a life-changing opportunity. P.s. - What's one more tip you'd recommend for people networking on LinkedIn? Thanks for reading. Enjoyed this post? Follow Jordan Nelson And share it with your audience.

Networking doesn’t have to be overwhelming. If you’ve ever felt stuck with networking, you’re not alone. Over the past five years, I’ve gathered insights from professionals who shared their biggest networking challenges. Here’s what I’ve learned: 1️⃣ Finding opportunities: Start with the people you already know. Reconnect with former colleagues, classmates, or community contacts. Your existing network is a goldmine—don’t overlook it. 2️⃣ Conversation skills: Struggling with small talk? Here’s the secret: people love talking about themselves. Ask questions like, "What are you excited about this week?" or "What challenges are you working through?" Listen actively, and the conversation will flow. 3️⃣ Lack of confidence: Remember, everyone feels a little awkward meeting new people. Shift the focus off yourself—ask thoughtful questions and let the other person shine. 4️⃣ Time management: Networking doesn’t require hours. Dedicate just 15 minutes a day to reaching out, commenting on posts, or sending a quick follow-up message. Consistency beats intensity. 5️⃣ Maintaining relationships: Professional connections don’t need constant follow-up. A simple check-in a few times a year—"How’s that project going?"—is enough to stay on their radar. 6️⃣ Offering value: Not sure what you bring to the table? Small gestures matter. Is there a piece of knowledge you have you could give the other person. Share a book recommendation, an interesting article, or even your full attention during the conversation. 7️⃣ Overcoming burnout: Networking isn’t a sprint. If you feel overwhelmed, take a step back. Focus on quality connections over quantity. Sometimes, less is more. Networking isn’t about being the loudest in the room—it’s about showing up with intention and staying consistent. Whether you're an introvert or extrovert, these strategies can help you build meaningful, lasting connections. What’s your biggest networking challenge? Share below—I’d love to hear and discuss! I'm Greg, The Introverted Networker! If you want to see my daily networking tips, Do one of these: ✅ Leave a comment: it tells the algo you want more ✅ Follow the The Introverted Networker page, or ✅ Ring the notification 🔔on my profile Doing these guarantees I'll be in your feed.