Tips on expanding your business network

Networking, How to Build Business Connections

What is a Business Network?

A business network is a group of people who are willing to help your cause. This social circle is built on an expansive network of contacts you’ve acquired in the industry through direct meetings and referrals. Having a business network is crucial for a start-up. It’s the make or break of your company’s success. Oftentimes, rubbing elbows with the right people is all it takes to reach your goals.   

In episode 72 of Startup Hustle, Matt and Matt discussed the do’s and don’ts of networking, and talked about some of the best and worst things you can do when it comes to dealing with people.

Scale your software company

Tips on Networking:

Know where to start. First and foremost, know where the right people are. Once the niche is already identified, pursue. Find out where your market hangs out and join in the event as often as you can. Go where the people either like-minded or open and receptive in helping with what is needed to be done.

Get a Wingman. If socializing isn’t one’s forte then opt to go with someone who specializes in it. Having a supportive peer will not only make networking less intimidating, it also saves up time and covers more ground much faster.

Target One, Target All. Start with a node and branch out from there. Knowing at least one person in the event gives a head start in going full circle. One person can introduce you to ten other people that may just become valuable to your business.  

Go to the Right Places. Pick events that are aligned to one’s business. The closer you can get to your niche, needs, or community, the better off you are. Depending on what you’re selling, and what you’re trying to promote and network, target the people that have an interest in what you’re doing. It’s not always about trying to go to events that have your perfect audience, but maybe people there that do know your perfect audience.

Sell Enthusiastically. The more people being pitched to, the better. Reach out to as many as you can. DeCoursey shares that his selling philosophy is 10-8-4-2-1. Find ten people, eight will actually talk to you, four are interested, two are qualified, one might buy.

Give to Receive. One way to really build your network is giving referrals to those people you’re trying to network with, if you can give something back, they’re more likely to remember and help. People are more likely to give referrals, and talk, be your evangelist when there’s a genuine relationship.

Find Diversity. Go to different events and do different things. Experiment with other groups of people and try to convert them into paying customers. Always keep in mind that even the most unlikely individuals can turn into clients.

Always Be Prepared. It’s always a good idea to prepare marketing materials since networking can take place at the most random events and at the most random times. Keep business cards and brochures in good supply.

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Listen to Episode 72 of the Startup Hustle Podcast – Networking

Here is the transcript from Episode 72 of the Startup Hustle Podcast – Networking

Matt DeCoursey: And we’re back. Another episode of Startup Hustle. Matt DeCoursey here with Matt Watson. Hi Matt.  
Matt Watson: Hey. What’s going on?  
Matt DeCoursey: Living the dream. You?  
Matt Watson: Just living the dream.  
Matt DeCoursey: It’s my first day back at work after my first vacation in years.  
Matt Watson: That’s not true. You went on vacation with me to Las Vegas.  
Matt DeCoursey: That wasn’t a vacation. That was a weekend trip. I meant I actually went somewhere with my family. I didn’t just go drinking with my wife and two friends.  
Matt Watson: And you almost died while you were gone.  
Matt DeCoursey: Yeah, I did. I did. I got caught in a flood. I have a new respect for Ford trucks and moving water. It was kind of scary, man. What would you have done without me?  
Matt Watson: Not record a Podcast.  
Matt DeCoursey: Dude, that’s true. You wouldn’t have tried to build your network and maybe found some other people to work with because I’d like to think that all this hard work I’ve put into this wouldn’t die.  
Matt Watson: Building a network is easy. I just call somebody who knows how to install switches and firewalls and run cables and set up a network.  
Matt DeCoursey: Wrong kind of network dude. Talking about a personal network.  
Matt Watson: Ahhh.  
Matt DeCoursey: A business network. People that want and are willing to help you with your cause.  
Matt Watson: Wait a second. I have to talk to people?  
Matt DeCoursey: No, you just have to talk to me right now about talking to people.  
Matt Watson: Okay, phew.  
Matt DeCoursey: Don’t worry. I’ll continue doing that. I totally get that. While we’re on the subject of people in general, I’m actually going to look someone up here. I wanted to give someone a shout out. First off, a lot of people take the time to send messages to us and, largely being appreciative of what we do, and we appreciate you as well. I wanted to give a shout out to Eric Graff. Thank you for the kind words and the LinkedIn message that you sent me, and congratulations on your gold shoes.  
Matt Watson: Oh.  
Matt DeCoursey: Boom.  
Matt Watson: You’ve got to earn them.  
Matt DeCoursey: He may have but he says he’s in with the gold shoe mafia now. You may be the master but I’m still the Godfather.  
Matt Watson: Of the gold shoes, for sure.  
Matt DeCoursey: Yeah, all right. So networking, why is this important Matt?  
Matt Watson: I can tell you why.  
Matt DeCoursey: Tell me.  
Matt Watson: I met with a start up last week that’s here in Kansas City. The exact kind of business that he had, I knew all the connections he needed to know.  
Matt DeCoursey: Wow. That’s a network.  
Matt Watson: Yeah. It was completely random. I’m like, “You need to talk to this dude, and this dude, and this dude.” Maybe he’ll be a billionaire because I made those connections. I’m just hoping he remembers the little guys like me some day.  
Matt DeCoursey: Yeah. It’s getting harder and harder.  
Matt Watson: Seriously, I have the perfect connections for him.  
Matt DeCoursey: Yeah, well, that’s networking. That’s pretty much the example of it. I can give you an example of the importance of networking. We hired 100 people at Full Scale and placed them all with clients without doing any advertising. I’d say that that is a result of networking. You agree?  
Matt Watson: Yes. A lot of our customers are people we know. Friends of friends, referrals.  
Matt DeCoursey: With that, as I want to point out that I once again did not turn on the video recording.  
Matt Watson: [inaudible] is always an option.  
Matt DeCoursey: Maybe you should reach over and do that. For those of you just joining us on our soon to be improved video channel, welcome to The Startup Hustle. By the way, sitting here quietly with us is our new Creative Director and Media Coordinator, John Cook. He’s afraid to speak because I told him not to make any noise.  
Matt Watson: So he’s going to make sure you don’t screw up anymore.  
Matt DeCoursey: Take care of all this stuff for us, man, because we are-  
Matt Watson: Because you suck at it.  
Matt DeCoursey: I’m way better than you.  
Matt Watson: That’s for sure. I don’t suck at it. I just don’t do it. There’s a difference.  
Matt DeCoursey: There’s not. Back to this network and why it’s important. So look, we talk about startups, we talk about business. Regardless of what stage your business is in, and where you’re at, you need sales. You need to talk to people about what you do. You need to get the word out there. In your local markets, or however it is that you do it, there’s no better way to do it than exactly how I just described. Go out and talk to people.  
Matt Watson: It’s the most important when you’re first starting, looking for those first customers too, or product feedback.  
Matt DeCoursey: Sure.  
Matt Watson: All that sort of stuff.  
Matt DeCoursey: There’s 10 million events out there, and honestly, I think 9.9 million of them kind of suck. Not always but I think you got to start by just start going to stuff and figuring out where you align, what works for you, and where the people are that are either like minded, or open and receptive to helping you with what you do.  
Matt Watson: You just never know who you’re going to meet.  
Matt DeCoursey: Right.  
Matt Watson: We were at the Peter ‘Pitch’ rally a couple weeks ago now and one of the guys there is a CIO of a company that was a Stackfi customer. I was like, “Hey. I had no idea. What’s going on? By the way, you guys use our software. That’s pretty cool.”  
Matt DeCoursey: Actually, all of today, I’ve been on the phone talking to people being the first day back to actually take calls and stuff, was largely people from that last networking event. Now, we gave away $70000 of resources at that event. You don’t necessarily have to do that to build your network but that did not hurt with my calls today.  
  Matt, let’s be realistic, you and I aren’t always as present at some of these things as we probably could or should be. Is that fair to say?  
Matt Watson: I am not necessarily a social butterfly, no.  
Matt DeCoursey: Right, and some of it’s also a product of being busy.  
Matt Watson: Yeah, we’ve got shit to do.  
Matt DeCoursey: Families and stuff like that.  
Matt Watson: Family, kids.  
Matt DeCoursey: As far as what are some of the things you look for, before we talk about how to maybe do it and be effective at it, what are some of the things you’re looking for when you’re going to say yes or no to going to something?  
Matt Watson: Are you talking about an event or somebody who just invites me for breakfast or something?  
Matt DeCoursey: Let’s talk about events.  
Matt Watson: Events, okay. I usually am hoping to get something out of it and there will be people there that I know. Not necessarily, it’s good if there’s customers there but I actually care more if there’s somebody there I know because there’s nothing worse than going to an event and not knowing a single person there.  
Matt DeCoursey: That doesn’t bother me at all. I’ll talk to everybody in the room.  
Matt Watson: I know.  
Matt DeCoursey: I can be an effective networker in that regards. There’s almost two tiers because you are still building your network when you see people you know.  
Matt Watson: Yeah. It’s one thing to, at least I have one person I know, then I can branch out from there.  
Matt DeCoursey: Sure.  
Matt Watson: But I don’t like going and being in a giant roomful of people and literally don’t know a single person and don’t know where to start.  
Matt DeCoursey: Yeah. That’s definitely an uphill battle. I would prefer to know a couple people there.  
Matt Watson: You went to the Chief’s game last night.  
Matt DeCoursey: I did.  
Matt Watson: You knew one of the people there.  
Matt DeCoursey: I did.  
Matt Watson: Made it a lot easier to meet two new people.  
Matt DeCoursey: Yeah.  
Matt Watson: That’s my point.  
Matt DeCoursey: Or 30.  
Matt Watson: Yeah, that’s my point.  
Matt DeCoursey: They won by a lot. Chiefs are good.  
Matt Watson: They are pretty good.  
Matt DeCoursey: I know. Okay. I think even one level down too is you’ve got to pick an event, or something that is aligned with what you do.  
Matt Watson: Yeah.  
Matt DeCoursey: Me going to a minority women’s networking event might not work because that’s not what that’s for. I’m a white dude. I don’t fit into that particular demographic that is that specified. Now, that being said, I might see those similar people at a Startup networking event, or software, or business entrepreneurs, or whatever.  
  The closer you can get to your niche, or your needs, or your community, I think the better off you are. It really depends on what you’re selling, and what you’re trying to promote and network but overall, it’s got to start with some people that have an interest in what you’re doing.  
Matt Watson: I think the other thing about networking though is it’s not always about trying to go to events that have your perfect audience, but maybe people there that do know your perfect audience.  
Matt DeCoursey: Sure.  
Matt Watson: That’s what always amazes me about meeting random people is you go into not thinking you’re going to get a lot out of it but then you do because that person knows somebody else. You just never know.  
Matt DeCoursey: All right. So let’s talk a little bit about some things that you can do that are going to improve your chances of finding some success. I think it starts with going to it with just the intent of building some genuine relationships.  
Matt Watson: Is this like dating advice, kind of?  
Matt DeCoursey: Yeah.  
Matt Watson: Okay.  
Matt DeCoursey: Totally. No.  
Matt Watson: No.  
Matt DeCoursey: No. We’ll do a different show on that. A whole different take on that. That’s not necessarily networking.  
Matt Watson: Okay.  
Matt DeCoursey: It is and it isn’t. See, the thing is with business networking, you actually want these relationships to last.  
Matt Watson: Okay.  
Matt DeCoursey: Dating is not always that way.  
Matt Watson: Okay. All right. Fine.  
Matt DeCoursey: Anyway, you want to build genuine relationships.  
Matt Watson: You want to close the deal.  
Matt DeCoursey: Yeah. Get your head back in the right place. We’re not going to wander off on this path today Watson.  
Matt Watson: All right. I’m sorry.  
Matt DeCoursey: The genuine relationships, I actually go into it, I’m hearing you say I want to try to get something back out of this. In some ways, that’s not my top concern. I just want to go talk to people about what they do, what we do, and then kind of see what happens when those two things mix together.  
Matt Watson: Sometimes you just give and give and give and you know that, in return, you get it somehow. You get good karma back.  
Matt DeCoursey: I look at this as you and I often refer to, it’s just seed planting. You’re going out there, and my selling philosophy is 10, eight, four, two, one. Find 10 people, eight will actually talk to you, four are interested, two are qualified, one might buy.  
Matt Watson: I think that works for dating too.  
Matt DeCoursey: It does. It does. Yeah. Except for that’s more like 100, 80, 40, and then one.  
Matt Watson: Sorry.  
Matt DeCoursey: So anyway. People are more likely to give referrals, and talk, be your evangelist when there’s a genuine relationship there. They have to feel good about who they’re recommending and why. I think that starts with just simply being yourself.  
Matt Watson: I think that’s the key to networking is building those personal relationships even if they’re not deep personal relationships. Just like, “Yeah, I met that guy. Seemed like a nice guy. You should talk to him.” That little bit makes a big difference and that’s why you got to get out there and meet people.  
Matt DeCoursey: Also, being prepared to help. Like you were just saying, here you are, you’re talking to someone and the majority of people that you’re going to meet in any situation aren’t going to be buyers, and they’re probably not even going to be people that can help you, but they might know someone else that’s the issue with.  
Matt Watson: Oh yeah. They always do. The key is you got to follow up.  
Matt DeCoursey: Right.  
Matt Watson: It’s all about the follow up.  
Matt DeCoursey: Right, and I actually have that next on the list is talking about staying in touch. Now, you’re not going to create an effective network, or build a whole lot around this if you go and do one thing a year. You have to be present and consistent. Here’s the thing, there’s a lot of people out there doing a lot of stuff and it’s really easy to get forgotten. The best way to do it is, like you said, it’s like staying in touch, offering to be helpful.  
  I’ll tell you one thing, one way to really build your network is if people that you’re trying to network with, if you can give them a referral, they will remember you at that point. I know that the folks that … Full Scale is driven by referrals and our own network at this point, and I can tell you every person that’s given us a referral because I appreciate it. It means a lot. If I get a chance to do the same, I will.  
  We talked about a specific type of event. It’s also try to find some diversity. Go to different stuff. Go to different things.  
Matt Watson: Like in different circles.  
Matt DeCoursey: Yes. Right here in Kansas City, we’re like the 30th biggest market in the country. I could never meet everybody in this town that I needed to or wanted to. So you can’t really hit bottom in most of this stuff. Am I right?  
Matt Watson: I don’t know. It seems like the same people that always go to the events though.  
Matt DeCoursey: Well, there’s some truth to that. Now with that, when you’re at these events, I think that there’s a few things that’s important. Like put on your happy face Matt, smile.  
Matt Watson: You’re asking for too much.  
Matt DeCoursey: I know.  
Matt Watson: You want me to talk to people and be happy at the same time?  
Matt DeCoursey: Yeah, I also want you to time your entry into the conversations because you usually just come up and start screaming. It’s not the right approach man.  
Matt Watson: I’m trying to be a gentleman.  
Matt DeCoursey: By screaming?  
Matt Watson: By timing my entry.  
Matt DeCoursey: Oh, well, these are just things too. People are talking about a lot of stuff. That’s sometimes, if you’re like me and you’re chatty and verbose at times, you have to sometimes learn how to tone that down and also be a good listener.  
Matt Watson: Like trying to time your exit from the conversation?  
Matt DeCoursey: It could be too. That’s actually a great point Matt because if you’re going to be at one of these things for two hours, don’t sit there and talk to the same person for two hours. That’s not networking. That’s meeting someone and talking to them for two hours.  
Matt Watson: That’s talking to you.  
Matt DeCoursey: No. Oh God. Are you kidding? What’s one of my favorite four letter words?  
Matt Watson: Next.  
Matt DeCoursey: Correct, and I literally will tell people at events, I’ll be like, “Hey man. It was great to see you. I got to go talk to about 40 other people.”  
Matt Watson: Yeah.  
Matt DeCoursey: And they get it. They get it. They totally get it. They’re there for the same thing. Now that being said, how about a wing man? Doesn’t hurt. You don’t know anyone there, take someone with you.  
Matt Watson: I thought you were my wing man.  
Matt DeCoursey: I am. I’m like a world class wing man. Are we talking about dating again?  
Matt Watson: No.  
Matt DeCoursey: This has really become convoluted. I want to make sure that we’re on the right kind of networking.  
Matt Watson: I’ll be your wing woman.  
Matt DeCoursey: I feel like that’s suitable too.  
Matt Watson: Yeah.  
Matt DeCoursey: Now that we both have suits.  
Matt Watson: Oh, we do.  
Matt DeCoursey: I guess that’s an important thing to announce. All right, listeners of The Startup Hustle, I went three years without owning a suit.  
Matt Watson: That’s it?  
Matt DeCoursey: Dude.  
Matt Watson: Only three years?  
Matt DeCoursey: Three years without owning one. Not only not wearing one, not owning one and it was a source of pride. My wife, who conspired with your wife for reasons that we still don’t know or understand, made me buy a suit and come take pictures with you. Which I want to point out, Watson wore a frigging tuxedo.  
Matt Watson: Yeah?  
Matt DeCoursey: Yeah.  
Matt Watson: So?  
Matt DeCoursey: It was good.  
Matt Watson: Yeah.  
Matt DeCoursey: It looks good. I’m just amazed that you have a tuxedo. Do you have a top hat?  
Matt Watson: I do.  
Matt DeCoursey: Do you really?  
Matt Watson: I do.  
Matt DeCoursey: I do too actually. I need to bring that in.  
Matt Watson: I bought the tuxedo to go to a premiere of a movie.  
Matt DeCoursey: Nice.  
Matt Watson: Yeah.  
Matt DeCoursey: Interesting. I just think it’s super classy. Anyway, so we’re back at these marketing events and we’re being ourselves, we’re being genuine. How about being prepared? Hey, do you have any business cards? No.  
Matt Watson: That might help.  
Matt DeCoursey: God, it’s amazing how many people don’t.  
Matt Watson: As weird as it is that we use business cards in this day in age, a networking event is probably the best use for them because you talk to 20 people and that gives you something to remember who to talk to.  
Matt DeCoursey: I got a stack of them. I’m still working my way through them from the Peter ‘Pitch’ rally. That just really helps. Honestly, don’t disengage with the people that you’re talking to without getting some follow up or contact info. This kind of reminds me-  
Matt Watson: Got to get her phone number.  
Matt DeCoursey: I was at TechCrunch a few years ago, and I remember I was getting cards and talking to everybody and every 10 minutes, I was stopping and taking notes because I knew that at the end of the day after having talked to 100 different businesses, that I was going to remember five of them.  
Matt Watson: That’s why you’ve got to follow up.  
Matt DeCoursey: All right. That’s part of being prepared but what are some other things. I don’t think you need to be traveling around with a backpack full of brochures and different stuff like that but, in some cases, it doesn’t hurt. Usually when I go, I’ll throw out a couple copies of my books in a backpack if I’ve got it. I don’t give them 50 copies out or anything but it doesn’t hurt to have a few of them. If you’ve got something you sell or do that can fit in a backpack or be carried easily, it can’t hurt.  
  Keep in mind, these people are at the event for the same reason you are.  
Matt Watson: They’re there to meet people.  
Matt DeCoursey: They want to talk about it.  
Matt Watson: Gorgeous drink and not be at home with their kids.  
Matt DeCoursey: That’s you.  
Matt Watson: Oh, really?  
Matt DeCoursey: Yeah man.  
Matt Watson: Just me?  
Matt DeCoursey: This whole episode is spiraling out of control.  
Matt Watson: Oh my God.  
Matt DeCoursey: So for those of you that aren’t aware, there’s a 98% chance that I will have to deal with Matt Watson laying on the couch in my office after this episode complaining about something. I feel it coming and that’s my way of being a good listener.  
Matt Watson: It’s like networking.  
Matt DeCoursey: Yeah, it’s not. It’s not unless you’re networking me with your issues. Speaking of which, because I’m going to say no to you complaining to me after this Podcast, but no is something you should be ready to hear when you go to some of these things. Not everyone gives a shit about what you have to say and, honestly, some people are just rude.  
Matt Watson: No, and depending on your audience, some of them are nearly impossible to talk to.  
Matt DeCoursey: Give us an example.  
Matt Watson: Not everybody has the best personality and people skills, right? Sometimes you go to these events and you talk to people that just can’t even carry on a conversation with you. Maybe you don’t go to enough software developer meetings?  
Matt DeCoursey: I was going to say, you’ve been at the software developer’s convention maybe.  
Matt Watson: You don’t go to enough of those. I have employees that won’t even look me in the eye so I’m just saying.  
Matt DeCoursey: I understand.  
Matt Watson: It’s a different breed.  
Matt DeCoursey: It is but here’s the thing though is you have to become adaptable. I’m a big believer in understanding personality styles and there’s a different way that you communicate with certain folks like that.  
Matt Watson: Yeah.  
Matt DeCoursey: For someone like me, I’m tall, and I’m not as big and fat as I was. I’m a little leaner now but I have a big voice, and I’m tall, and it can be intimidating. I’m aware that when I run into certain introverted people, I intentionally try to tone that down. You’re not going to feel real great about me if you think I’m overbearing or whatever.  
  There is a thing a long time ago, this is like the least scientific quote or reference ever, but it was an article in the New Yorker and I was about some guy and what a brilliant conversationalist this guy was. He was a Reporter but he was the most amazing listener in the world. He hardly ever spoke but they literally had an article about what an amazing conversationalist this guy was.  
  Now, how is that the case? People want to talk about what they do, how they do it, and what they’re passionate about. You taking a few minutes to listen is meaningful to them.  
Matt Watson: Yeah, that’s like the few minutes I needed on your couch and you listening to me.  
Matt DeCoursey: I’m going to turn that down once again.  
Matt Watson: No, but you’re right. Some people love to talk and sometimes you just got to let them go. Just be the listener.  
Matt DeCoursey: That’s where Next comes from. We talked about internet conversation and why that’s important. Two people are talking about something, all of a sudden you’re like, “Hey, what are you guys doing? What are you talking about? You want to hear about me?” That’s not the way to do it. It’s also about the way you exit too. Like I said, I just keep it pretty straight forward sometimes like, “Hey, I’ve got to go talk to a few other people or whatever.”  
  Be prepared to exit. You do get those people that are going to suck up all your time and your attention. Do you get the people when you go to these things that they recognize you and they’re positive that that’s the perfect time to give you a pitch, tell you about everything about what they’re wanting to build and then ask you for money?  
Matt Watson: Sometimes.  
Matt DeCoursey: That’s not the right venue. It’s not the right approach.  
Matt Watson: They need to slow down.  
Matt DeCoursey: Yeah. You’re not going to get my attention. You’re definitely not going to get Matt’s attention. Really like any other investor, in a lot of these things you get these folks that-  
Matt Watson: Need to focus on getting to first base first.  
Matt DeCoursey: Yeah. That’s as simple as … You’re not making the sale right there. It’s like saying, “Hey, I’ve got a product that’s picking up some traction. We’re doing some cool stuff with it.” Then ask, “Is there a time I can come by your office or we can do a call?” Or something like that. That’s going to be a lot less overwhelming.  
  The whole regard to being prepared at these events, I remember last year at Global Entrepreneur Week, by the second or third night, I had people ready to pass the business plan to me. Look, if you’re going to do it, come proper. Don’t give me your 46 page thing. Do you want that?  
Matt Watson: No. TLDR.  
Matt DeCoursey: Too Long, Didn’t Read.  
Matt Watson: Yup.  
Matt DeCoursey: The same thing is also with your presentation. A day I’ll never forget when I was a that had business cards, it didn’t even have the name of the company, it just had his Gmail address. I was just like, “Oh my God.” I literally went through my pile of stuff. He was so not memorable. I bet I still have that.  
  Come proper if you’re going to do stuff like that. I don’t really want to see your Yahoo! address if you’re trying to pitch us on a dot com and you can’t even set up an email at your own dot com.  
Matt Watson: I think the other part of the being prepared if you’re going to an event is knowing of specific people you want to meet while you’re there and trying to hunt them down.  
Matt DeCoursey: Yeah. Don’t be afraid. Don’t be afraid to come up. The best way to meet someone, here’s more of your dating advice for you as well because there is a carryover, just walk right up and say, “Hey, my name’s Matt DeCoursey.” I don’t recommend introducing yourself as Matt DeCoursey. I think you should instead insert your name or Matt Watson’s.  
Matt Watson: Do you work on memorizing pick up lines?  
Matt DeCoursey: No.  
Matt Watson: No, okay.  
Matt DeCoursey: No. I’m so concerned right now for so many different reasons. Honestly Matt, since you’re making so many dating parallels here, numbers do matter. The more people you talk to, you’re effectively getting the word out. It’s just really that simple. Marketing’s all about that. Advertising is. Why does a Super Bowl commercial sell for more than the 3 AM time slot?  
Matt Watson: Just more eyeballs.  
Matt DeCoursey: Eyeballs.  
Matt Watson: Yup.  
Matt DeCoursey: And talking to people about it. I think another thing too is find a good source of where these events are being posted, published. I don’t think it hurts to rally up other people, like you said. See where some people know that you’re going. Just because you go to an event, if it sucks, it doesn’t mean you got to go back.  
Matt Watson: Well, I think your point of if you’re going to an event, you don’t know anybody there, take somebody with you.  
Matt DeCoursey: Right, wing man.  
Matt Watson: Go with somebody else, have a wing woman. Go out and mingle. At least you have somebody to talk to and at least bitch about how you don’t know anybody there.  
Matt DeCoursey: How soon do you follow up?  
Matt Watson: I think right away. It’s got to be like the next day.  
Matt DeCoursey: Yeah.  
Matt Watson: Be fresh on the mind like, “Hey, we talked last night. Yada, yada, yada.”  
Matt DeCoursey: I do the same thing because last night I went to the Chiefs game, met a couple local entrepreneurs, one an investor, the other an entrepreneur. I got an email from one of them this morning. I appreciated that. It stuck out and actually he invited us to a networking event.  
Matt Watson: Nice.  
Matt DeCoursey: So, what do you know? I also told him about some other things that we have planned that you’re not going to let me talk about yet.  
Matt Watson: Oh.  
Matt DeCoursey: Yeah, I’m trying to build some hype and mystery here.  
Matt Watson: Okay.  
Matt DeCoursey: Speaking of which, as we talk about the network and different stuff, we got a whole lot of new entrepreneurs coming up. Starting to get some schedules.  of these people that did pitches, a lot of tech week people.  
Matt Watson: It’s going to be a really, really busy couple weeks isn’t it?  
Matt DeCoursey: Are you ready?  
Matt Watson: One of these days, you’ll actually watch all those movies. We’re supposed to do all these episodes about the movies.  
Matt DeCoursey: Don’t get me started.  
Matt Watson: What?  
Matt DeCoursey: Do you need me to come over and watch these documentaries with you?  
Matt Watson: I’m busy watching kids movies.  
Matt DeCoursey: Oh man.  
Matt Watson: Yeah.  
Matt DeCoursey: What have you seen that’s good?  
Matt Watson: Hotel Transylvania 3.  
Matt DeCoursey: Dude, I’ve seen all three of them too many times.  
Matt Watson: Okay. See?  
Matt DeCoursey: I don’t even know what to do about that. Anyway, I think we’re kind of at the end of our advice about networking. Look, if you’re shy, I get it. You’re going to have to get over it or try to get someone on your team that isn’t.  
Matt Watson: Try to find a wing man.  
Matt DeCoursey: You’re just not going to build a network. When you go to these events, just know and understand that the other people are there for the same reason you are. That should give you enough confidence to go and talk to people. Many people are afraid of public speaking, and that kind of introductions. The power of the personal network is real.  
Matt Watson: Just find a wing man and go. Worst case scenario, you hang out with your wing man and you randomly meet a couple people along the way.  
Matt DeCoursey: I think what I’m going to do is start finding shy people at networking events and help them meet 20 other people. Be like my good deed.  
Matt Watson: Like a match maker?  
Matt DeCoursey: Oh man. I don’t even know what to do. Anyway, for those of you looking for Matt Watson, he will probably be on my couch for reasons I have yet to determine, and we’ll get that figured out. For those of you that are wanting to watch this on our YouTube channel, it will be missing the first two minutes. Much like many of the other videos that we recorded.  
  If you’re interested in building ideas and more about the stuff that Matt and I do as business partners, you can go to fullscale.io. You can learn about how we can help you build your software teams quickly and affordably, and I think we will be, we’re traveling overseas for that again soon, aren’t we?  
Matt Watson: Five weeks from yesterday.  
Matt DeCoursey: You’re counting the days.  
Matt Watson: Right about now, we will be somewhere over the Pacific, I think.  
Matt DeCoursey: Right about now, I will most likely be under the influence of sleep drugs trying to get rid of that 13 hour flight, if we’re being open and honest. Anyway, thank you. Join us on the Startup Hustle chat where I will post some pictures of Matt Watson in a tuxedo, and we will play another game of Caption This.  
Matt Watson: All right.  
Matt DeCoursey: See you next time.  

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