Let’s get one thing straight: networking is not prospecting. But it can become prospecting—if you do it the right way.
In this post I’ll walk you through how to transform your networking efforts into real sales opportunities. Spoiler alert: it’s not about pitching—it’s about relationships.
1. Build the Connection First
Whether you’re meeting someone in person or connecting on LinkedIn, resist the urge to pitch right away. As friend Bryn Tillman says, “This is not connect and pitch.”
Instead, invest time in the other person. Show interest. Ask questions. Understand where they’re coming from. When you show people that you care, you create genuine connections—and that’s the foundation for future business.
2. Serving Over Selling
Networking isn’t a shortcut to a quick sale. It’s about helping others.
Ask yourself: How can I serve this person? Maybe it’s a piece of advice, a helpful introduction, or simply a listening ear. When you lead with service, you stand out—and people remember those who help them, not those who pitch them.
3. Give Referrals Generously
One of the best things you can do for your network is to give referrals. Personally, I aim to give three referrals each week. It energizes me—and often, referrals come back my way.
Don’t give to get. Give because you respect and value others. Over time, this mindset attracts the right people and opportunities into your business.
→ Read: 10 Ways to Get More Referrals
4. Be Authentic
Authenticity matters more than ever. Don’t try to be someone you’re not. Be genuine. Be humble. Show empathy and real interest in others.
This isn’t about oversharing—it’s about being real. People want to do business with people they trust, and trust starts with authenticity.
5. Nurture Your Network
Please, don’t “use” or “leverage” your network. Nurture it.
Support others. Stay in touch. Offer help when you can, even when there’s nothing in it for you. A rising tide lifts all boats—and when your network grows stronger, so do you.
6. Be the Expert
If you want your network to trust you, be someone they turn to for insight.
You don’t have to be a guru, but you do need to understand your industry well enough to add value. Share knowledge. Offer perspective. When people see you as an expert, they’re far more likely to refer others—or even become your customer themselves.
7. Ego = Empowering Greater Outcomes
Ego isn’t about boasting—it’s about empowering others.
Ask yourself: How can I help people in my network achieve better results? Share freely. Celebrate their success. When you lift others up, you build a mindset—and a reputation—that attracts opportunity.
8. Cultivate Your Circle of Influence
Inside your broader network is a tight circle—your trusted few. These are the people you speak with regularly, who challenge you, support you, and refer you.
Invest in these relationships. Treat them with the same care as your best clients. They are your springboard to meaningful prospecting.
The Trifecta of Prospecting
Learn how to manage your prospects effectively by categorizing them into A, B, and C levels.
Find episode #311 wherever you download podcasts!
Redefining Client Connections in a Tech-Driven Era
w/ Andy Paul
Andy and Mark unravel the dilemma of low win rates and explore the true competitor every salesperson faces: the customer’s inclination to make no decision at all.
Episode #312 is out now!
Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
