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In today's business world, simply offering a good product or a strong service isn't enough. Your success often depends on who you know – and who knows you. For small and medium-sized enterprises (SMEs) in particular, a well-maintained network can make all the difference. Use networking strategically and strategically to create new business opportunities!
Why is networking so important?
Before we look at how to build and maintain your network, let's briefly clarify why it's so valuable for you as an entrepreneur:
- New business opportunities – A good contact can open doors you hadn't seen before.
- Exchange of experience – Learn from other entrepreneurs and benefit from their knowledge.
- Better resources – Find cooperation partners, suppliers or even investors.
- Increased visibility – Make your company better known in your industry.
- Support in difficult times – A strong network can help you when things aren't going smoothly.
How to build your network strategically
1. Set clear goals
Before you begin, consider: What do you want to achieve through networking? Acquire new customers? Find cooperation partners? Or learn from experienced entrepreneurs? Clear goals will help you to make the right contacts in a targeted manner.
2. Utilize various networking channels
There are many ways to expand your network – online and offline. Here are some proven methods:
- Industry events & trade fairs – Perfect for meeting contacts from your industry.
- Local entrepreneur groups & networking events – For example, BNI or regional business networking events like Darmstadt Business Networking.
- Online platforms like LinkedIn & XING – ideal for staying in touch with relevant people.
- Webinars & virtual conferences – Use digital events to expand your network.
- Volunteering & social engagement – For example, through the Lions Club or local initiatives.
The combination of online and offline networking usually yields the best results.
3. Prepare yourself well
To get the most out of networking events, prepare well:
- Develop a short, memorable presentation (elevator pitch).
- Find out about participants and topics in advance.
- Have business cards or digital contact options ready.
- Set clear objectives for the conversation – what do you want to take away?
4. Listen actively
Networking is not a one-way street. Show genuine interest in the other person, ask open-ended questions, and listen actively. This will ensure you leave a positive impression.
5. Offer added value
Good networkers think long-term. Consider how you can help the other person – be it through useful contacts, expertise, or a recommendation. Those who give usually receive something in return.
6. Stay tuned – follow-up counts
Initial contact is just the beginning. What happens next is crucial:
- Make a note of important details from conversations.
- Connect with us on LinkedIn or via email.
- Send a short follow-up message.
- If it seems appropriate, suggest another meeting or exchange.
7. Maintain your network regularly
Networking is an ongoing process. Keep your contacts alive by:
- Share interesting content regularly.
- Acknowledge the successes or anniversaries of your contacts.
- Invite people to your own events.
- Offer support occasionally.
Do's and Don'ts of Networking
✅ Here's what you should do:
- Be authentic and friendly.
- Respect the time of the person you are speaking to.
- Be punctual and reliable.
- Thank them for helpful tips or support.
- Be open to new and unexpected contacts.
❌ You should avoid this:
- Distribute business cards randomly.
- Only talking about themselves.
- Promising things you can't deliver.
- Ignore existing contacts.
- Be impatient – networking takes time!
Tips for introverts
If you are more introverted and find networking events tiring, here are a few tips:
- Set yourself small goals (e.g., three new contacts per event).
- Bring along a more talkative colleague or friend.
- Start with online networking – it's often more relaxed.
- Think of some conversation topics in advance.
- Plan short breaks to recharge your energy.
Digital networking – how to do it right
In times of remote work and social distancing, digital networking is more important than ever. Take advantage of these opportunities:
- Virtual events & webinars – actively engage with the participants.
- Social Media – LinkedIn posts, groups & forums for regular exchange.
- Video calls – more personal than just writing emails.
- Industry-specific online communities – Connect with experts in your industry.
How do you measure your networking success?
Regularly check how well your networking is working:
- How many new contacts did you make per month?
- Which of these contacts are valuable for your business?
- Have any concrete business opportunities arisen?
- How comfortable do you feel with networking these days?
Conclusion: Networking is an investment in your future
Successful networking takes time and patience – but the benefits are enormous. New business opportunities, valuable partnerships, and access to knowledge and resources can significantly advance your company.
Every successful entrepreneur started small. Start building and nurturing your network today – you'll be surprised what doors it opens!
