Networking 101: Beginners guide to Networking for Trades AND CONSTRUCTION.

So.

You’ve been invited to your first ever networking meeting.

And you’ve agreed to go.

But it’s the night before.

And now you’re bricking it.

No idea what to do. What to say. What to wear. What to bring.

Standing in a room full of suits? Public speaking?

What have I let myself in for, I hear you say?

But don’t panic.

We have a list of dos and don’ts for the networking Trade newbie to make your first time breezier than Gary Lineker’s presenting style.

Let’s start with the don’ts.

1. Networking for Trade and construction: Don’t be late.

Sounds obvious.

But like an EasyJet flight, these meetings won’t wait. They will take off without you.

And trust me when I say you do NOT want to be that person that tries to creep into a room full of people, who are silently and intently listening to the leader at the front.

I’ve seen my fair share of late comers at a networking meeting.

Awkwardly manoeuvring themselves around the room.

Trying to find a space to sit.

Standing on people’s bags.

Nudging people’s chairs.

It’s not pretty.

Being remembered as ‘That Trade who turned up late’.

How will that go down as part of your branding? Spoiler alert: Not well.

What will these members and guests be left thinking?

If you can’t turn up on time for this networking meeting what does it say about your timekeeping on site?

So be sure to rock up nice and early to avoid embarrassment.

2. Networking for Trade and construction: Don’t dress sloppy.

Here’s a big tip.

If you’re visiting one of the more well-known networking groups, they are likely to be meeting in a Golf Club.

And Golf Clubs have dress codes.

Not just for Trades. For everybody.

If you want to be safe, and avoid being turned away at the door because a venue has strict rules (I’ve seen it happen) here is my (almost) bulletproof Trade checklist:

• Don’t wear blue jeans.
• Don’t wear trainers.
• Don’t rock up in your branded gear filthy from site.

I’m a regular Gok Wan.

Yes, there may be financial and business service companies there in shirts and ties.

But don’t feel pressured or intimidated.

Does that mean you need to wear them?

Absolutely not.

Unless the venue dictates that’s the specific dress code.

Then smart casual is 95% of the time going to be what you need to rock.

Having been to HUNDREDS of networking meetings over the years, nothing gives me more confidence in a Trade than when I meet one at a networking meeting who turns up in clean, ironed, branded workwear (polos tops and black jeans/chinos) and smart casual shoes.

I kid you not.

I know Trades who turn up exactly like this and look SMARTER than the suits – who rock up with un-ironed shirts, dirty shoes and hair that hasn’t seen a comb in over a week.

Think Boris Johnson. After a night out.

But ideally, get organised.

You’re presenting your entire business and reputation.

To avoid any embarrassment or being refused entry, be sure to check in with the person that invited you if there is a strict dress code.

3. Networking for Trade and construction: Don’t be unsociable.

Nerves can get the better of us for sure.

And feeling magnetised to the corner of the room where nobody will notice us might be exactly what we want to do when entering a networking situation for the first time.

Man, that corner looks cosy.

But I need you to drill this into your bad-ass self.

And not do that.

Find the person that invited you.

They should be taking you round and introducing you to people.

If they’re not there or you can’t find them? Another idea.

Take a look round the room.

Can you spot any other people that clearly look like Trades?

Might feel easier to go over and join in a convo with those guys. Right?

Another option.

These meetings will normally have someone on the door ticking you off/collecting payments.

If the person that invited you hasn’t turned up yet, let the doorperson know they aren’t here yet. As it’s your first-time networking would it possible for them to introduce you to someone they has the same target client as you.

If you are a decorator, they may well introduce you to the builder. Or the estate agent. Or the plasterer.

What fruitful intros they might be.

It’s the members responsibility to make sure guests aren’t left alone or hiding in the corner.

Some groups have EXCELLENT hospitality.

Others, not so much.

But don’t be afraid to ask them to point you in the right direction of someone you might hit it off with.

It’s their job to help.

4. Networking for Trade and construction: Don’t arrive unprepared.

More than likely, you are going to have a chance to present yourself and your business to the room.

This might be something along the lines of a 30-second presentation. Be sure to check with the person that invited you how long you get.

So, you don’t get dinged out by any bells or buzzers.

Presenting your Trades business and public speaking really is not as bad as sounds.

IF YOU PREPARE.

Over the years I have seen long-standing, seasoned networking pros, stand up every week, unprepared, and waffling about anything that come to mind from the second they stand up.

We all switch off. Trust me.

And people who have turned up to their first ever meeting and smashed it out the park.

There is ZERO shame in having what you’d like to say written out on a piece of paper.

In fact I highly recommend it.

Why?

1.         You don’t need to worry about what to say on the spot.
2.         You’ll be less nervous.
3.         It gives you something to focus on if you’re not great with eye contact.
4.         Showing the entire room you prepared and thought about your presentation...
5.         Which looks fantastic on your Trades brand.

Have I sold the idea to you? Good.

I’d personally avoid having it written on your phone.

What if someone calls while you’re reading it?

Or you run out of battery just before your name is called.

Awks.

Do it old school and have it written out. Just incase.

Not sure what to say?

Here’s a little structure to follow to help you out:

1.         Name and company.
2.         What problem you solve and for who.
3.         A specific introduction to someone that could pass you lots of work.
4.         Name and company (again).
5.         Company Strap Line

Here’s an example.

Hi. I’m David from Ace Decorators.
We help first-time buyers create their dream homes by providing expert painting and decorating services. I’d love an introduction to Jane Smith at Fine & Country Estate Agents in Cockfosters so that we can help their clients and new homeowners design the home of their dreams. I’m David from Ace Decorators. Transform your Space? Decorate with Ace.

It really is that easy.

And as they say in the world of networking…

SPECIFIC IS TERRIFIC.

Be sure to ask for a specific name and company for the introduction.

Why?

1.         Because someone might actually know them.
2.         It gives your presentation a focus and a talking point.
3.         You look prepared and like you know what you’re doing.
4.         Even if members don’t know Jane Smith, they may know OTHER high end estate agents and start a conversation with you after as to if you’d be interested in introductions to these similar kinds of clients.

Try it for yourself.

Don’t worry if you don’t fill up the entire time allotted to you (though you want to make sure you get the important stuff in). But you will want to make sure you don’t go over.

5. Networking for Trade and construction: Don’t spend the meeting on your phone.

Another obvious one.

It shows you’re not paying attention to the meeting.

And looks rude to the person speaking at the time.

Put the phone on silent and put it away.

Don’t leave it on the table. So you don’t get distracted.

If you are waiting for an urgent call (and by urgent I mean your wife is going into labour, not that Dan just got up late and Pete’s calling you to have a little moan) then let the organisers know before you start.

Suddenly, that turning up early comes in handy now, right?

So if you need to leave the room to take that emergency call, you won’t feel awkward about it.

Ok. So now let’s move onto the DO’s…

6. Networking for Trade and construction: Prepare.

We’ve already covered tips in how to prepare your speech in the DON’Ts section. So go back and be sure to grab all that.

But there are other things you need to make sure you’ve sorted out.

- BUSINESS CARDS

This will need preparation. Make sure you have plenty in stock to take with you.

It is very normal at these networking meetings to exchange cards and details.

So be sure you are taking plenty of freshly printed cards to represent you. Not a couple of dog-eared strays you have hiding in your wallet.

This is the first-time people will be coming into contact with your brand.

And these go home with them. To be looked at again in the future.

Do your cards represent your Trades business in the right way?

Let’s hope so. Or make a mental note to get these re-designed asap.

And what if you don’t have any cards?

You might want to postpone your visit until you do.

And if you can’t, think about using your presentation slot to mention your website, email or phone number in case delegates want to jot it down.

But in an ideal world, it really is best you turn up with your cards.

- PEN

Yes. A pen.

Don’t forget it. Infact, take more than one incase it lets you down.

Often at these networking meetings, it is good practice and etiquette to write down what members and guests are looking for when they do their presentation.

Just like in our example, how David was looking to speak to FINE & COUNTRY in Cockfosters.

The organised groups will give you a pre-designed sheet with all the members names on, so during the presentation round you can jot down what everyone is looking for.

The idea is for everyone to look through the sheet after the meeting and see who they might know that they can make an introduction for.

Asking the stranger next to you for a pen when you come to sit down doesn’t come across overly prepared.

So, bring a couple.

Not every networking group is the same.

There are lots of different types and styles – as they are businesses too don’t forget.

Some may not even ask members or guests to stand and speak so you need not write anything down.

But you want to be prepared.

- LEAFLETS/MERCHANDICE

If you have any leaflets, brochures or merchandise (such as magnets or key-rings) for your Trades business, then feel free to bring these along too.

There is no guarantee you will be able to pass these around, but some meetings do allow for it.

And they are a sure fire way to make a bigger impression and be more memorable if you are able to hand them out.

Failure to prepare is preparing to fail.

And oldey but a goody.

7. Networking for Trade and construction: show up early.

We went over why you shouldn’t be late.

Embarrassment, disturbance, brand damaging for your Trades business etc.

But actually there is a real reason to show up early.

For these more established, long standing networking groups, these meetings are bound to have an agenda.

Meaning the ‘official part’ of the meeting is when you will be sitting down, listening to all the members and guests present, an explanation of how networking works, how to join this specific group and lock out your competitors etc.

But the absolute magic actually happens before and after the ‘official meeting.’

During the networking itself.

When everyone is grabbing a coffee, standing around, having a chat, getting to know each other.

This is when most of the business, or at least the start of business, happens.

‘Oh, I didn’t know you build garden rooms! I’ve been thinking about renovating.’

‘My Oak Tree has some funny liquid running out of it, you wouldn’t happen to know what that is?’

‘My mother-in-law is looking to paint her kitchen units. Is that something you do?’

It’s the informal small talk that goes on before and after the ‘official meeting’ that really makes a difference to a business.

So do show up early.

As soon as the doors open if you can.

And my advice?

Stay late.

Don’t book in jobs or site visits that you need to sprint off to at the end time of the meeting.

Make sure you can hang around, as there may be people who heard you present and want to talk to you. They are more likely to grab you after the meeting for a quick chat, that can lead arranging a proper meeting or site visit…

8. Networking for Trade and construction: promote your brand.

Networking is a fantastic way to promote your brand to a group of people or community.

For them to start familiarising themselves with your company identity and logo. So that when they start seeing it around, they know it’s you.

Studies show that we need to see a brand 21 different times before we invest in them.

Delegates at the networking meeting may well have seen your vehicles out on the road. Or your hoarding boards. Now they get to meet you at a meeting. Or take one of your cards away.

It all starts to add up.

So take this opportunity for your brand to be on point.

We’ve already discussed your business cards and clothing as a way of promoting yourself, but your vehicles play a big part too.

Left in the car park or parked right outside the venue, all eyes will be looking at the unfamiliar wheels (non-members) that rock up each week.

Is your vehicle branded? Is it clean? Are there materials attached to it?

When networking, you need to imagine you are off to see your best client.

Would you turn up with the van as it stands right now for them?

Even though you don’t take your van or vehicles into the meeting itself, trust me when I say eyes will be on it when you go to network.

So be sure it’s representing you how you need it to.

9. Networking for Trade and construction: Follow Up.

Networking is all about building relationships.

And for a guest like you who has never been before, it’s STARTING those relationships.

The whole point of going to these networking meetings is to network. Obviously.

To meet new people that you could collaborate with, or pass business to, or vice versa.

But the BIGGEST action you need to take is this.

If you have spoken with someone and said you will get in touch, make sure you do.

Networking is a small world and people talk.

You don’t want to be known as that Trade who said they’d get in touch but never did.

Follow up.

And go one better.

Be aware of who is in the room.

Reach out after the meeting too.

If you hear someone present and you think ‘I’ve been looking for someone like that to work with,’ or ‘I think they’d be a great person to get to know and might be able to pass me the kind of work I’m looking for,’ then be sure to reach out to them after the meeting.

Don’t be shy.

Every single person in that room is there for the same reasons as you.

To meet new people and grow their business.

And we do that by getting to know a person better and see how we can help one another.

Which usually happens after a networking meeting has finished.

Always a two-way street.

If you want someone to help you, make sure you help them first.

Bit of a networking commandment.

10. Networking for Trade and construction: Try to Enjoy It.

If you’re nervous, then this tip might sound impossible.

But do try to enjoy it.

Think of it like a party. Only less alcohol and no spin the bottle.

You’ve been invited along.

To meet some nice people that want to know what it is you do and how you can help.

You may even find that you are the exact person they have been looking for themselves and you walk out that room with some business in hand.

There is no pressure to join at these events.

At some meetings, there will be a team that sit with you at the end to see if you want to join.

But don’t feel pressured.

It’s their job to ask.

You’ll know by the end of a meeting if this is the right strategy for your Trades business or not.

And if you don’t, you always have time to think about it.

Either way, don’t feel pressured on the day. Just let the team know you’d like to go and network with everyone again before you must leave.

Meet as many people as you can before and after.

Turn it into a game.

These meetings can feel super intimidating, but often, once you’re in there and you’ve started speaking to a few people, those nerves will fade.

Failing that.

Imagine everyone naked. I hear that can do the trick.

10 Trade and construction NETWORKING TIPS FOR BEGINNERS RUNDOWN:

DONT’s.

1.         Don’t be late.
2.         Don’t dress sloppy. (Be clean and branded)
3.         Don’t be unsociable.
4.         Don’t arrive unprepared.
5.         Don’t spend the meeting on your phone.

DO’s.

6.         Prepare.
7.         Show up early.
8.         Promote your brand.
9.         Follow up.
10.        Try to enjoy it.

Need a little more help nailing your Trade and construction Brand?

Course you do.

First. Let’s work out where you are with your Trades brand.
Got 3 minutes?

Take our Trades Quiz to discover how you score with all things ‘Off The Tools’.

We have heaps of tips, tricks and hacks for your Trades business in our cheat sheets, videos and ideas waiting for you on the other side… i.e. your results page.

So you can improve your score. And NAIL your Trades business.