How to network in the construction industry

For most of us, the thought of networking sends shivers down the spine. Few people are natural networkers, so for the majority it’s a skill we must learn if we wish to progress in business.

Here are a few tips to get you started or to hone your existing networking skills.

Once started, keep networking and building your connections. Gaining work through networking is a slow-burn method. So stick at it and it will really pay off.

Join in with Local Community Events

If you have a practical skill, offer it to a community event organiser. You don’t have to be a skilled tradesman to benefit from doing this.

If you’re a surveyor, planner or manager there’s almost definitely scope for your skills of design, project management and workforce organisation to be put to good use.

Good with money? All events need their accounts managed. Good at sourcing? That’s needed too.

It’ll be only a matter of time before the “Do you do this for a living?” question pops up, and a connection to potential business is made.

Joining local charity organisations like the Lions Club, Rotary Club or church groups could also be an excellent way of discovering new business contacts.

Attend Trade Shows, Exhibitions and Events

Trade shows fell out of fashion a bit when the digital era began, it was thought that future networking would happen in a virtual environment!

It hasn’t happened like that and the need to meet face to face with prospective clients and industry contacts has never been more ‘en vogue’.

As a result, trade shows and events are flourishing and new ones are popping up every year. There’s also an increase in niche exhibitions with built-in networking events designed to connect suppliers with customers.

The main benefit of regular attendance at these shows is that you’ll become a recognised, trusted face.

People will actually look forward to your visit on their stand. They may save important information, connections and introductions for you on your next visit.

Regular attendance at events takes time to build up and for you to become known. It is well worth the effort though.

Some professionals can acquire a few months’ worth of business based on one day’s attendance at an event. There is a good list of local and national events worth considering at exhibitions.co.uk

Social Media

The usual advice is to slather yourself on every available social media platform to gain as much exposure as you can.

But it’s difficult to keep up a stream of content, and disappointing when you find your customers aren’t on that particular platform. Do some research first.

If you’re involved in a manual trade, chances are your most successful platforms will be visual ones like YouTube, Instagram and SnapChat.

If you work in a locale, you will also find Facebook and Google+ will work greatly to your advantage, driving local business your way.

LinkedIn is a great place to start if you're more deskbound, but don’t stop there. Explore alternative network sites like Gadball, Meetup, Quibb and Ryze.

If micro-blogging appeals, you can quickly build connections with lots of likeminded people. Consider Twitter and Tumblr.

Website Based Connections

Make sure you have a listing on specialty databases for your profession as well as local commerce listings.

It is usual for a business to have a website now, but more and more professionals are buying their own domain and creating their own website showcasing their skills, hobbies and commentary.

If this appeals to you, bear in mind that it is a bit of work to build and maintain but will push you head and shoulders above the crowd.

If you’re not web design savvy, use a drag and drop design program to create a website easily.

Remember to keep your website up to date once you’ve started it.

Attend Networking Groups

Yes, these are the business person’s nightmare but there’s no better opportunity to get yourself in front of a group of people and talk potential business.

Some groups are local, some are national. Some are tagged on to exhibitions and trade shows which may give you better opportunities.

There’s different types of networking groups. Some are informal and usually a breakfast or evening drinks event. There may be a guest speaker of interest or a group discussion you can participate in. That guest speaker could be you!

Others are more formal and require new members to give a ‘pitch’ or introduction to the room and answer questions.

Be particular about attending network groups; not every group suits your business.

Caution: some networking scams are charging extortionate joining fees and unrealistic referral rates to other network members. As always, use common sense.

A good place to start with your local networking is at a local chamber of commerce. A simple Google search should get you started.

Use Business Cards Effectively

Too often, business cards are handed out like candy only to be immediately pocketed and put in the bin.

To stop yours from ending up in the recycling bin, only give your card to someone who is a genuinely strong candidate for future business.

Get into the habit of writing a personal note on the back to remind the receiver of where they met you and what you talked about.

Never use a business card with incorrect or crossed-out information on it.

When someone gives you a business card, don’t pocket it immediately. Politely look at it and make sure it has all the relevant information you need from them.

Make a courteous comment on the design of their cards, their offices listed or their social media addresses. Carry a nice case and put any cards given in there.

Networking on Construction Sites

It’s tricky networking where construction work is actively going on. If you can, visit in a lull period and see as many faces as you can.

Be sure to clearly introduce yourself and if possible, take a few branded giveaways to leave behind as a reminder of you and your business.

If there’s someone in particular you wish to network with and they’re busy or absent from site, try to leave a handwritten note or some other thoughtful token with a request that you schedule a meeting at a time convenient over coffee.

Ask around the site and see who attends social, charity, or trade based events. You may be able to go along too. Away from the pressure of the construction site, you’ll probably find people more approachable.

Consider Yourself as a Networking Hub

Everyone you meet is a potential networking advocate and networking connection. This makes you a hub of network contacts.

An advocate will actively promote you to other people if they hear of a need you can fulfil.

A connection you already have may be the perfect person for a job you get to hear about.

By becoming a networking hub, connecting other people without thought for yourself, people will return in kind.

The more connections you have and the more helpful you are to others, the more others will go out of their way to repay the kindness.

You may never do business with one contact but by helping each other out, you both profit. It’s a win-win.

Practice Small Talk and Listening Skills 

These social skills are also something that must be practiced and honed. If you’re the quiet type, start with asking easy questions that start with “why…” and “how…”.

Talk less, listen more. Watch your body language and make an effort to appear relaxed but attentive.

Smile, laugh out loud (not too loud) at jokes. Share your business passion but try to keep your talk on the subject to 20 seconds or less in length at a time. That way, you won’t bore the listener.

Don’t talk over the other person, even if you’re brimming over with enthusiasm. Display some patience.

Finally, please don’t fiddle with your phone while talking to someone – it’s plain rude.

Be Clear on What it is You Do

Stating your job title may not inform your listener to what it is you actually do.

• What exactly is it that you do?
• What do you specialise in?
• What are you hoping to do more of in the future?
• What tools of the trade do you use?
• Are you ‘old school’ or a tech nerd?
• Local or national?
• What’s the best project you’ve done to date?

Pepper your conversation with humour, but don’t be self-effacing. You could be talking yourself out of potential business if you talk yourself into the background.

Always Follow Up

If someone has taken the time to talk to you, even if it isn’t leading to business right away, drop them a quick email or text to say thanks and offering to stay in touch.

Point them to your LinkedIn or Facebook profile and ask them to connect.

Share with them some articles, videos or pictures that are of mutual interest and ask if you’ll see them again at future events.

If you’re not great with names and/or faces, consider saving details on your computer within easy access rather than just relying on your memory.

Relax and Have Some Fun!

In addition to making business contacts you may also stumble across your next best friend, hobby, dog sitter or holiday cottage. The possibilities are truly endless!

When networking, remember that although you are hoping to find business primarily, there’s no limit to what amazing things will happen if you relax and have some fun too.