Everyone says you need to build a network to build your business. But how do you actually buildthat network if you're new in business or stepping into a new industry?
I've spent over 20 years in business and tried to grow my various companies a lot of different ways. Some worked. Some didn't. I've used cold calling with mixed success, digital marketing and SEO, paid social, even mailers and fax machines (yes, fax machines).
After all of that, I can tell you with confidence: networking and referral-based business development is almost always the best way to grow. It's a long-term play, but if you put in the time and keep the relationships warm, you'll get value out of that network for years.
So here are the first five things I do anytime I dive into a new market to build a business.
1. Find a Networking Group to Start With
You need a starting point — somewhere to walk in cold and meet people with no prior connection. Local chambers, industry meetups, BNI-style chapters, alumni groups. Don't agonize over the perfect choice. Pick one that's likely to have your kind of people in the room and start showing up. You can always change later.
2. Meet With Anyone Who Will Meet With You
Especially early on, your bias should be toward saying yes. You don't know yet who's going to turn out to be a great connection, who's going to introduce you to your next big client, or who's going to become a long-term referral partner.
The first dozen meetings are mostly about reps — getting comfortable with the conversation, learning what your story sounds like out loud, and starting to figure out which kinds of people are most useful for you to know.
3. Don't Be Shy About Moving Up
Your initial network is going to skew toward whoever shows up to the beginner-friendly groups. That's fine to start. But as soon as you can, look for the rooms with more established business owners, more senior decision-makers, more people with deeper networks of their own.
You don't belong at the kids' table forever. Get comfortable being the least experienced person in the room — that's usually the room you grow fastest in.
4. Ask for New Connections
After every meaningful conversation, ask one question: “Who else should I be talking to?”If they like you, they'll usually have an answer. And a warm intro from someone they trust is worth ten cold outreach attempts.
Don't make it weird, don't make it transactional. Just treat it as a normal part of every conversation. Most people are happy to make introductions if they think you're worth introducing.
5. Follow Up. Follow Up. Follow Up.
This is where 90% of people lose. They have a great conversation, intend to follow up, and then life happens. By the time they remember, the moment has passed.
The follow-up is the entire game. The conversations don't turn into anything if there's no second touch. And no third. And no fourth. Build a system — even a simple one — that makes sure every person you meet hears from you again. Without that, you're just collecting business cards.
Now Rinse and Repeat
That's the whole loop. Find a group, take meetings, move up, ask for intros, follow up. Then do it again. And again. It's not exciting. It's not glamorous. It's not a hack.
It's just the work. And it works.