Professional networking is more than just exchanging business cards—it’s about building genuine relationships that drive business success. Michael A. Forman, author of Networking Unleashed, shares his expert insights on how professionals can elevate their networking game. In a recent interview with M. Curtis McCoy on Success, Motivation & Inspiration, Michael discussed everything from overcoming introversion to effective follow-up strategies.
Whether you’re an introvert struggling to make connections or a business owner looking to empower your team, this guide will provide actionable takeaways to help you master professional networking.
The Journey to Mastering Networking
Michael A. Forman’s networking expertise didn’t develop overnight. His journey began in the Air Force, where he learned how to communicate effectively with people of different ranks and backgrounds. From there, he ventured into entrepreneurship, owning restaurants, a graphic design studio, and later moving into corporate roles in mortgage and law. Throughout his diverse career, one thing remained constant—his ability to connect with people.
The biggest lesson? Networking is a skill that can be learned and refined, regardless of personality type.
Are Introverts or Extroverts Better at Networking?
One of the most common misconceptions about networking is that it’s only for extroverts. While extroverts might naturally thrive in social settings, Michael A. Forman emphasizes that introverts can be just as effective—if not more so—at building meaningful relationships.
For introverts, he suggests a “wingman” strategy:
- Bring a trusted colleague or friend who knows your strengths.
- When the conversation comes to you, let them introduce you.
- Use third-party validation to gain credibility.
By leveraging this approach, introverts can engage in networking without feeling overwhelmed.
The Foundation of Effective Networking: Confidence
Confidence plays a critical role in successful networking. Michael A. Forman highlights a few key factors:
- Body Language: Stand tall, maintain good posture, and offer a firm handshake.
- Eye Contact: Show engagement and attentiveness.
- Authenticity: Speak with conviction and stay true to your personality.
Even if you’re new to networking, confidence can set you apart before you say a single word.
The Key Difference Between a Leader and a Boss
For business owners looking to foster networking among employees, leadership style matters. Michael stresses the importance of being a leader, not just a boss.
- A boss gives orders and expects compliance.
- A leader works alongside employees, encourages growth, and leads by example.
Employees who feel valued are more likely to embrace networking and represent the company well.
Delegation: The Secret to Business Growth
Many entrepreneurs fall into the trap of micromanaging every aspect of their business. Michael A. Forman warns that this is the ultimate limitation on growth.
- Instead of trying to control everything, hire competent employees and trust them to make decisions.
- Empower employees to network and build connections—this expands opportunities far beyond what one person can do alone.
By stepping back and allowing others to take ownership, businesses can scale efficiently.
Follow-Up: The Game-Changer in Networking
The biggest mistake professionals make in networking? They don’t follow up.
Michael A. Forman’s follow-up system significantly increases response rates:
- Same night: Send a brief thank-you message referencing your conversation.
- Next morning: Mail a handwritten thank-you note.
- Three days later: Send a follow-up email suggesting specific times to meet.
- Three days after that: Send another email narrowing the options.
- Final follow-up: If there’s no response, add them to a CRM for future outreach.
This strategy boosts response rates from a typical 2% to 70%, proving that persistence and personalization are key.
Common Networking Mistakes (And How to Avoid Them)
- Not Attending Events – The first step to networking is showing up.
- Lack of Preparation – Know what you want to say and be ready to introduce yourself confidently.
- Failure to Listen – Effective networking isn’t just about talking; it’s about understanding what others need.
- No Follow-Up – Without follow-up, most connections are lost.
The more effort you put into networking, the more valuable opportunities you’ll create.
The Power of Giving Before Receiving
A major takeaway from Michael A. Forman’s philosophy is to give before you ask for anything in return.
- When meeting someone, ask: “How can I help you succeed?”
- Be a valuable resource, and in return, others will want to help you.
By focusing on adding value, you build relationships that are genuine and long-lasting.
Why Networking Training is Essential for Businesses
Businesses that invest in networking training see massive benefits. One company that attended Michael A. Forman’s workshop increased net revenue by $25,000 simply by implementing his strategies.
Networking isn’t just about making sales—it’s about creating an ecosystem of referrals, opportunities, and partnerships that fuel sustainable growth.
Final Thoughts: Elevate Your Networking Game
If you’re an introvert, start small and work on your confidence. If you’re a business owner, lead by example and invest in training your employees. Most importantly, follow up and give before you expect to receive.
If you want to transform your networking approach, grab a copy of Michael A. Forman’s Networking Unleashed and start implementing these strategies today.