Chamber Magazine

By Shari Carroll, South Bend Regional Chamber

Let me start with a confession: I’m not a natural networker. I’m Shari Carroll, director of marketing communications here at the Chamber, and after 23 years on the job, you’d think I’d float into a room and work it like a pro. Nope!

Why? Two things: like many of us, I deal with anxiety, and I also have a vision impairment. Both impact my confidence. But here’s the good news: networking is absolutely a learned skill. And because I’ve had a front-row seat to countless workshops, seminars and enough real-world examples to write a sitcom, I’ve picked up strategies anyone can use, and I work on them every day.

In this piece, I’m sharing what I’ve learned along with insights from some of the most trusted coaches and executives in our region who graciously offered their expertise and best advice. The overwhelming consensus? Great networking isn’t about collecting the most business cards or perfecting a sales pitch. It’s about making people feel seen, building trust, serving as a resource and creating relationships that last. People want to do business with people they know, and networking is a big part of the puzzle. 

Prepare Like a Pro: Show Up with Intention

Successful networking starts long before you walk through the door. Set a clear goal. Olivia Critchlow of Critchlow Leadership Consulting advises members to network on purpose. “Don’t drift toward the people you already know and hide in your comfort bubble,” she says. “Instead, commit to making just one to two meaningful new connections (or scheduling one coffee meeting) before you relax with familiar faces."

Rich Nash of Enrichment Strategies emphasizes the value of preparing before you step into the room. Start with a simple, clear commercial about who you are and what you do. “Adding a brief story or example,” Rich notes, “helps people connect with you and remember your message.” You may not need to deliver this commercial, so to speak, but the art of preparation is helpful and strengthens your confidence. It’s good to have in your back pocket.

Do a little homework. Ask the Chamber for the registration list to identify people you’d like to connect with. Bring business cards and come with a smile—then leave the hard sell at home!

In the Room: Be Curious and Connect

Matt Metzger and Josh Hartsell, founders of Leadership Tap, put it perfectly. “Great networking isn’t about working a room—it’s about helping people feel seen. You don’t need to be extroverted or charismatic. You just need to be curious. Ask one more question than you normally would. Then ask another. That small shift transforms conversations, builds trust, and makes people feel valued. Curiosity costs nothing—and yet it’s one of the most powerful business tools we have.”

A few proven tactics our experts and I swear by include:

• Arrive early and stay a little late, according to the U.S. Chamber. The best conversations often happen in those quieter moments.
• Hang out by the registration table for a while. It’s helpful to hear the names and see the people checking in.  
• Listen more than you talk. Avoid monopolizing the conversation or talking about yourself initially.
• Jump into conversations, and invite others to join in.
• Be a connector. Introduce people who should know each other. Be a resource or referral. Back in the summer at a Coffee & Conversations event, a managed services provider was engaging with a banker. While the banker at his company did not have the need for managed IT services, the banker indicated that several of his clients did. They set up a meeting to have further discussions!
• Seek out a Chamber staff member or Chamber Ambassador to help you meet certain people. They can assist with the introductions. Remember, we’re all part of the Chamber community. Let’s help each other out.

The Follow-up

Nash also stresses the importance of the follow-up. This is where average networkers fail and great ones turn contacts into real relationships. “Within 24–48 hours, reach out—whether with a quick note, a Linkedin connection or a simple ‘great to meet you.’ Strong follow-up is where true networking payoff begins,” he says.

Networking can go even further than attending Business After Hours, Coffee and Conversations or Networking at Lunch. Consider serving as an ambassador, join a committee or connect with Chamber staff to see how else you might get further engaged.

The Bottom Line

When you think about it, networking is about people. People connecting with people. Listening and building relationships. Networking doesn’t have to feel sleazy or exhausting. When you show up with curiosity, generosity and authenticity, it stops being a chore and starts becoming one of the most rewarding parts of doing business in our community.

As the Leadership Tap team says, “People remember people who make them feel known—long-term connection is the natural result.”

See you at the next event like the January 21 Business After Hours at Indiana Whiskey Co. And yes, I’ll be the one practicing these tips right alongside you!