Networking is about building connections, not just making sales. This is especially true for entrepreneurs. You typically don’t have the advantage of a big corporate name on your business card and must work harder to make yourself memorable. When done correctly, networking can help you find mentors, role models, collaborators, future clients, and referrals, all by forming genuine relationships over time. Instead of entering an event with a “pitch-at-all-costs” mindset, aim to make intentional connections that feel authentic and human. Below, we’ll explore practical, conversational tips to help you shift from “selling” to “connecting” when you network. We’ll cover natural icebreakers, sample scripts for friendly chats, ways to adjust your approach for virtual events, and how to prepare your mindset (and posture!) to make a positive impression. Let’s dive in!

Shift Your Mindset: Networking Is Connecting, Not Selling

Networking isn’t about pushing a sale or promoting yourself; it’s about relationship-building. Many of us feel uncomfortable at networking events because we fear we must “sell” ourselves or our business. Instead, try viewing each interaction as the start of a new friendship or partnership. Focus on getting to know the person, not their potential as a customer. “Sales networking is about building meaningful relationships, rather than closing deals on the spot,” says Anna Rubkiewicz. In other words, don’t treat the event like a speed-saleathon; be patient and authentic, and business will follow in time.

One trick to shift this mindset is to enter with a give-first attitude. Ask yourself: How can I help or learn from this person? Rather than What can I sell them? Networking expert Shannon Kate emphasizes that instead of focusing on what you can get, focus on what you can give – ask thoughtful questions, listen actively, and find common ground. You naturally showcase your professionalism and warmth by showing genuine interest in others. This approach also alleviates the pressure. You’re no longer “working the room,” hunting for leads; you’re having real conversations. Finally, remember that quality beats quantity. Having a few meaningful conversations is better than scattering dozens of business cards with no personal connection. As Forbes recently noted, authenticity is your superpower in networking – investing in a few quality connections yields more than handing out 50 cards without follow-up. Sometimes, the best way to expand your network is by being a “dot connector”: introduce people who might benefit from knowing each other. “Be someone who connects individuals in your network who you think would benefit from meeting. The act of connecting others makes them more likely to return the favor and help you in kind.” siena-group.com. Adopting this connector mindset turns networking into a rewarding, two-way street.

Break the Ice with Friendly Openers

Walking up to a stranger and saying hello can feel intimidating. The key is to have a few natural icebreakers up your sleeve so you’re not scrambling for words. Great icebreakers are simple, friendly observations or questions that invite the other person to talk. Here are a few example openers that feel casual and approachable:

• Comment on the venue or event: “This venue is gorgeous! Have you been here before?” This leverages your shared setting as a conversation starter, making it “all about the location”.
• Ask for advice/opinion: “It’s my first time at this expo. Any tips you’d recommend?” People love to share their experiences. Asking for advice flatters your conversation partner, sparks dialogue and places this new person in an instant position of power, which helps them feel more at ease.
• Bond over the food/coffee: “Oh man, everything looks so good. I’m not sure what to try – what are you thinking?” “This is the best coffee. Who did you say provided it? Tierras Planas?” If you’re at the buffet or coffee station, this lighthearted opener can make you smile and chat about a common interest (food!).
• Give a genuine compliment: “I love your shoes – where did you get them?” or “Your laptop stickers are awesome.” A sincere compliment can instantly warm up an interaction. Just be sure it’s something you admire and keep the tone light.
• Simple introduction: Sometimes, the easiest icebreaker is a straightforward hello. Smile, extend a handshake, and introduce yourself: “Hi, I’m Ashton. It’s nice to meet you!” You can follow this with a relaxed question like “What brought you to this event today?”

Notice that none of these openers are salesy or scripted. They’re all about being a real, friendly human. A group of networking experts polled by Forbes agreed that one of the top ways to make a positive impression is to “be a real human” and even “share something personal,” not just talk business forbes.com. So don’t be afraid to mention a relatable tidbit if it fits the conversation (e.g. “I’m from out of town, so I’m excited that the weather here is sunny!”). These little personal touches can make you more memorable and spark further conversation.

Sample Networking Scripts

Once the ice is broken, how do you keep the conversation flowing naturally? The goal is a two-way exchange that doesn’t feel like a pitch or an interrogation. Here’s a simple, informal “script” you can adapt, along with some sample questions to ask:

1. Start with a friendly intro: “I’m [Your Name], by the way. I run a [describe your business briefly]. What’s your name?” – Exchange names and some basic info. You might say one sentence about what you do but avoid launching into a monologue. For example: “I’m Carla. I own a small design firm that works with nonprofits. How about you?” This invites them to share about themselves, too.
2. Find common ground: After they share, follow up with a question or comment that shows interest. If they mention their role or industry, you could ask: “What got you into that line of work?” or “What do you like best about what you do?” People generally enjoy talking about their own experiences. If you discover any mutual topics (you both work in tech, both have kids, both love a sports team), mention it – “Oh, I’m based in Chicago too!” – and let that mutual interest lead the conversation for a bit.
3. Keep the event in context: If you’re unsure what to ask next, loop back to the event itself. For instance: “So, is this your first time at this conference?” or “How did you hear about this event?” These are easy questions that everyone has an answer to, and it keeps the dialogue going. You can also discuss any speaker or workshop you enjoyed: “Did you catch the morning session? What did you think of it?”
4. Listen and reciprocate: As they talk, practice active listening – nod, maintain eye contact, and react to what they say. Share your own relevant stories or perspectives in response to their points to create a balanced exchange. For example, if they mention a challenge (“We’re growing and hiring, which is exciting but hectic”), you might respond, “I can imagine! Growing pains are real – I had a similar experience last year expanding my team.” This shows empathy and keeps things relatable.
5. Wrap up gracefully: After chatting for a few minutes, you’ll know if it’s time to wrap up (perhaps one of you needs to move on, or a natural lull happens). Don’t feel you have to talk forever. It’s perfectly fine to close the conversation in a warm way. You might say, “It’s been so great talking with you. I don’t want to monopolize you, we should swap contacts and chat again soon!” If the vibe was good, suggest a next step. Doing this in the moment means you won’t forget or talk yourself out of it later.
   
   If the vibes were not what you were looking for, you need an exit line, here is a few of our favorites.
   •  “I’m going to grab another coffee – but really nice meeting you!”“(Name), it was so good chatting with you, I’ll see you in there!”“This has been so good, I’m going to keep mingling but thank you for the conversation!”

Throughout the conversation, keep the tone light and human. It’s not an interview or a sales presentation, it’s just two people connecting. Be present with the person you’re talking to. Put your phone away, avoid scanning the room, and show you’re engaged. As one networking coach advises, make eye contact, smile, use their name, respond to indicate interest, and avoid interrupting or dominating the conversation. By being an attentive conversationalist, you’ll leave a positive impression as someone genuine and enjoyable to chat with.

Mindset, Posture, and Follow-Up

A successful networking experience often begins before you even arrive at the event. A bit of preparation can boost your confidence and ensure you come across well:

• Set your intentions. Before a trade show or mixer, do a little homework. Who will be there? What is the event’s focus? A Harvard Business Review piece suggests researching attendees and organizers in advance to identify a few people you’d love to meet and have some talking points in mind. For example, if you know a prominent entrepreneur or a potential mentor will be attending, think of a question you might ask them. You don’t need a rigid agenda, but having goals (like “meet three new people in the tech industry”) gives you direction and a sense of purpose.
• Boost your confidence with body language. Your posture and nonverbal cues often speak louder than your words. Stand or sit up straight, keep your shoulders relaxed, and smile. An open, confident stance (no crossed arms!) makes you appear approachable and friendly. Remember to make eye contact when talking to someone – it shows respect and interest. A pro tip is to adopt a “power pose” for a minute before you walk in (for instance, standing tall with hands on hips) to psyche yourself up. It may sound silly, but it can lower anxiety and convey self-assurance in your demeanor. And don’t forget to be present with each person (as mentioned, put distractions away) – giving someone your full attention is a simple way to build trust.
• Carry your essentials: Bring a stack of updated business cards and keep them accessible (e.g., in a jacket pocket or purse pocket). There’s nothing worse than digging around for a card while your new contact waits. Make sure your cards have your current info and maybe a tagline or QR code for your website. Exchanging cards is still a classic way to trade contact information smoothly.
  • Pro tips: When you receive someone’s card, take a second to glance at it and perhaps comment (“Oh, I see you’re based in Dallas—nice!”). It shows you value the exchange.
  • Amy Wood, CEO and Founder of Flint Avenue, always keeps a pen on her to make notes on business cards! You meet dozens of people across the event; this is an easy way to jot down a reminder of what you discussed.
  • If business cards aren’t your style, have your phone ready to connect on LinkedIn quickly.
• Post-event follow-ups. Networking isn’t over when the event ends – the follow-up is where relationships start to grow. Aim to reach out to your new connections within a few days after the event (while the meeting is still fresh in both of your minds). For instance, send a friendly email or LinkedIn message thanking them for the conversation and, if applicable, reference something you discussed. A small reminder (“I enjoyed our chat about marketing to Gen Z – got me thinking!”) shows that you paid attention and continue to think about the interaction. If you promised to send a resource or make an introduction, do it. One recommended approach is to include a personal detail in your LinkedIn connect request, like, “Great meeting you at the expo on Friday – let’s keep in touch!”. This jogs their memory and reinforces the positive interaction.

Following up can also involve scheduling a one-on-one meeting. If you had a fantastic connection with someone, suggest a coffee chat or a Zoom call to continue the in-depth conversation. Converting an initial meeting into a real relationship requires a deliberate one-on-one meeting later. Something as simple as, “I would love to take you to coffee next week and hear more about your project,” can extend the goodwill beyond the noisy trade show floor.

Lastly, maintain a giving mindset even in follow-up. You could forward an article relevant to something they mentioned or congratulate them on a recent accomplishment you noticed on their LinkedIn. These small gestures solidify you as someone who stays connected and cares, not just someone who sent a boilerplate “nice to meet you” email. Consistency is key to nurturing your network over the long term.

Adapting for Virtual Networking

In today’s world, not all networking occurs face-to-face. Virtual events and online communities present significant opportunities to connect, requiring a slightly different approach. The good news is that the core principle remains the same: focus on human connection (yes, even through a screen!). Here are some tips to translate your networking skills to virtual environments:

• Join the conversation actively. In a virtual networking event (like a Zoom meetup or an online conference), it can be easy to lurk quietly, but you’ll stand out more if you engage. Use the chat function to comment or ask questions during sessions (e.g., praising the speaker or echoing points you agree with). This visibility can prompt others to interact with you. If there are breakout rooms or discussion boards, introduce yourself and participate as you would in person. Have a quick intro or “elevator pitch” ready for virtual round-robin introductions, plus a personal touch, such as where you’re based or a hobby.
• Leverage social media and event apps. Many virtual conferences have companion platforms (LinkedIn groups, event apps, hashtags on Twitter) to help attendees network. Take advantage of these. For example, post in the event’s Slack channel or social feed saying you’re excited to connect and maybe share what you’re looking for (e.g. “I love meeting fellow women business owners in the food industry, feel free to reach out!”). This kind of openness can draw like-minded people to you. If someone makes a comment in a webinar chat that resonates with you, consider messaging them directly: “I appreciated your insight on sourcing suppliers. Mind if we connect further to swap tips?”
• Mind your virtual body language. Even on video, things like eye contact and smiling matter. Keep your webcam on when possible so people can see your friendly face; it helps to form a human connection when everyone can see each other. Nod and react visibly to whoever is speaking on a group video call.
  • Be mindful of your background and appearance to ensure you’re putting your best foot forward (just as you would dress professionally at an in-person event). You don’t need a studio setup; just a quiet, well-lit space and a decent internet connection can go a long way. These little factors affect how memorable and approachable you seem online.
• Follow up after virtual meets, too. The same follow-up rules apply. Send a note to people you chatted with online, saying you enjoyed the discussion. Connect on LinkedIn with a custom message referencing the virtual event. Virtual networking can make following up even easier, since you likely already have their online contact. One of the primary purposes of virtual events is to network. You should reach out afterward and connect with presenters and fellow attendees on LinkedIn or send an email to continue the conversation. For example, “Hi Maria, I loved your points in yesterday’s Zoom panel. Would you enjoy continuing our chat? Maybe we can have a virtual coffee soon?” This shows initiative and helps turn a one-time virtual encounter into a lasting professional relationship.

Virtual networking might feel different (no handshakes or cocktail hour), but it can be incredibly effective and convenient. People are often more willing to connect emotionally since they are in the comfort of their space, and the convenience that it only takes a click to accept a meeting invite or LinkedIn request. Remember the goal: to be intentional with our relationships in networking. Being proactive and personable online lets you expand your network globally without leaving your home office.

Build Relationships First, Business Second

Whether in a bustling trade show hall or a Zoom breakout room, successful networking for entrepreneurs hinges on intentional, genuine connection. When you shift your perspective from “How can I sell?” to “How can I connect?”, networking transforms from a chore into an adventure. You’ll discover it’s enjoyable to meet new people when you’re swapping stories and ideas, not just business cards. Over time, those initial handshakes and hellos evolve into long-term relationships – clients who trust you, mentors who guide you, peers who refer you, and even friends who cheer you on.

So, at your next in-person event, smile and remember these tips. Start that friendly conversation about the coffee, ask questions and really listen. Stand tall with confidence and focus on making a real connection. Your network will grow naturally as a result, and so will the opportunities for your business.

Finally, think about what support you need as you refine your networking skills. If you feel like you could use more personalized guidance – maybe you want to role-play some introductions or devise a strategy for an upcoming big conference – consider reaching out for help. This is the perfect time to take action: schedule a 1:1 consultation with Amy for hands-on coaching for your networking or tradeshow strategy. Sometimes, a brief one-on-one session can turbocharge your confidence and give you a tailored game plan for making the most of your next event. Amy can work with you to practice your approach, update your strategy, and ensure you walk into that room (or log into that Zoom) feeling prepared to truly connect. It’s like having a networking wing-woman by your side!

Remember: when you prioritize connecting over selling, you’ll expand your business opportunities and enjoy the process a whole lot more. Happy networking, and good luck building those genuine long-term relationships!

Sources:

• Harvard Business Review – Francesca Gino et al., “Learn to Love Networking,” HBR.org (May 2016).
• Entrepreneur – Kristy Wallace, “Networking: The Most Important Thing Women Should Do for Their Careers – But Aren’t,” Entrepreneur.com (2019) entrepreneur.com.
• Forbes – Kristi Hedges, “Six Icebreakers That Take the Pain Out of Networking Events,” Forbes.com (2013) slideshare.net slideshare.net.
• Forbes – Forbes Communications Council, “15 Ways To Make A Positive First Impression At Networking Events,” Forbes.com (2023) forbes.com.
• HubSpot Blog – Anna Rubkiewicz, “How to Make the Most of Sales Networking – Tips, Mistakes, and Examples,” HubSpot.com (updated Oct 2022) blog.hubspot.com blog.hubspot.com.
• Work It Daily – Ariella Coombs & Jenna Arcand, “18 Easy Conversation Starters For Networking Events,” WorkItDaily.com (Feb 16, 2024) workitdaily.com workitdaily.com.
• HighFlyingDesign – Shannon Kate, “Networking Tips for Women: How to Build Genuine Connections…,” HighFlyingDesign.com (Jan 16, 2023) highflyingdesign.com.
• Black Diamond Networks – “6 Tips for Navigating a Virtual Networking Event,” BlackDiamondNet.com (Blog, 2024) blackdiamondnet.com blackdiamondnet.com.
• VerticalResponse – “8 Do’s and Don’ts of Networking Follow-Up,” VerticalResponse.com (Mar 14, 2019) verticalresponse.com verticalresponse.com.
• LinkedIn – Community post on lasting impressions when networking, LinkedIn.com (Accessed 2025)