This is a guest post written by Jessica Thiefels. Want to contribute? Check out the 2017 publishing calendar.

The importance of networking cannot be overstated—especially as a new coach/entrepreneur. Strong, reliable connections with a variety of leaders and influencers in your field can result in opportunities that add value to your coaching business; opportunities that would otherwise take twice as long to achieve.

What you need to know, however, is that not all networking is created equal. Showing up at a networking event for an hour is one thing; handing out your card and meeting new people is another. When you do it right, networking can live up to its reputation of being one of the most important tools in a business owner’s back pocket. Use these tips to get the most out of every interaction you have.

Build a network of client referrals

If you pride yourself on building a personal relationship with all clients, use this as a way of creating a referral network for yourself. Direct marketing through word-of-mouth is an old technique, but one that still works today because consumers trust the endorsement of someone they know.

Most people don’t ask for referrals because they feel they’re being too pushy, but Ray Silverstein, author and business founder, says otherwise:

“Don't feel sheepish about asking for referrals; there's nothing pushy or smarmy about it. People won't give you referrals unless you deserve them. In fact, getting a referral is the highest compliment you can receive. Let your customers know you prize referrals, which you'll earn by providing excellent quality products and services.”

As you ask more and more for referrals, you’ll slowly build a network of people who know your business and your name. Even if someone doesn’t work with you, they’re more likely to recommend your business because someone they trust had previously done the same.

If you still feel strange asking, offer a product or service for free or at a discounted rate. This incentivizes people to make the referral and allows you to show them appreciation.

Attend industry functions and make appointments

There are two types of conferences and networking events: general and industry specific. While both are valuable, events that invite only people from your industry give you a chance to network with people who are already interested and invested in your niche. The best part is you’ll meet a wide variety of individuals, from CEOs to marketing professionals, allowing you to connect with many different people at one time.

The key to making the most of these industry events is preparing ahead of time. Don’t just show up your event, shake a few hands and call it a day. To build a network that will add value to your business, you need to be more intentional and plan ahead. Look at the speakers list and send a tweet asking who plans to attend.

Make appointments with anyone who responds to your tweet and reach out to speakers to grab coffee. When it comes time to ask for a favor, you won’t just be another nameless face they met that one day a few months ago. You’ll be the person they had a great conversation with over coffee.

Offer your services first

If you want a connection to provide value over time, maintain a reciprocal attitude toward each relationship you form. The more considerate, helpful and generous you are, the more reputable you’ll become in professional spheres. Not only does this bode well for you when you need help with something, but people are more likely to speak highly of you if you can consistently be helpful and provide value.

Remember, your “offer” doesn’t have to be a big one. Simply connecting the person to someone else you know or offering to read through something is enough to show you’re willing to help them too—just make sure you follow through.

“If you offer to introduce someone to a contact or put in a good word with an employer, make sure you follow through. The other person is counting on you, and it's frustrating to be on the receiving end of an offer that never materializes,” says Alison Green, career expert.

Use a targeted approach

There’s always something you need, right? An office space, a new HR manager, funding, an accountant—the list could go on and on. Use this “list” of needs to take a targeted approach to networking.

“Networking will be most profitable for you when you master this targeted approach. Focus on building a diverse group of individuals and surround yourself with people who can help you reach specific business goals. Someone could be more valuable in expanding your business, while another person might serve you best in a mentor role," suggests  global entrepreneur Ted Rollins.

Every time you go into a networking opportunity, know who and what you’re looking for; when you find that person, keep their attention, offer to help and be genuine and authentic. This allows you to create a network of different individuals, built intentionally every step of the way—which will ultimately provide more value.

Network online and leave your footprint

Online communities are simple and convenient networking tools that exist right at your fingertips. Maintain an active presence on social media outlets such as Facebook, Twitter, Instagram and LinkedIn to engage with professionals in real time.

The key is to stay engaged. You want to leave digital footprints wherever you go, which may attract other people into your network. For example, be active in industry-specific LinkedIn and Facebook groups, the latter of which can be surprisingly helpful.

Join relevant Twitter chats (check out a calendar of chats at Twitter Chat Schedule) and comment on photos on Instagram if that platform provides value to your business. This platform, specifically, gives you a chance to connect with influencers, who can add a lot of marketing value to your business.

As people browse the groups or previous chats, they’ll see your name, boosting branding and visibility.

Start networking better

No matter what stage your business is at, having a network is vital to keeping it alive and well for the long run. Use these tips to meet people who can provide the most value to your organization and you’ll find every networking event is more successful than ever before.

About Jessica Thiefels

Jessica Thiefels has been writing for more than 10 years and is currently a full-time writer, content marketing consultant and business owner. She’s been featured in Forbes and Business Insider and has written for Manta, StartupNation, LeadPages Salesforce and more. Follow her on Twitter and connect on LinkedIn.

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