Let’s talk about one of the most misunderstood tools in fundraising: networking.
For many, the word conjures images of awkward small talk at crowded events, business cards being passed around like candy, and surface-level conversations that go nowhere. But done right, networking isn’t about quantity—it’s about quality. It’s not about what people can do for you; it’s about the connections you can build and the value you can provide.
When you approach networking as an opportunity to create genuine relationships, amazing things happen—like funding your mission. Let’s dive into how to network with purpose, authenticity, and impact.
Step 1: Get Clear on Your "Why"
Before you walk into any room, ask yourself: What am I hoping to achieve? Whether it’s finding potential donors, collaborators, or advocates, having a clear purpose will help you focus your efforts and make the most of your time.
Pro tip: Don’t just think about what you want to gain—consider what you can give. People remember the ones who offer value, not just those looking for it.
Step 2: Prepare Your Story
Networking is about connection, and nothing connects people more than a great story. Know your elevator pitch: who you are, what you do, and why it matters. But more importantly, be ready to share a memorable story that illustrates your mission in action.
Example: Instead of saying, “I run a nonprofit focused on education,” try, “Last year, we helped 300 students in underserved communities gain access to after-school programs—and one of them just got accepted to their dream college.”
Stories stick. Facts fade.
Step 3: Be Strategic About Where You Go
Not all networking opportunities are created equal. Skip the generic mixers if they don’t align with your goals. Instead, focus on industry conferences, community events, or gatherings where your ideal donors, partners, or advocates are likely to be.
Pro tip: If you’re unsure where to start, ask your existing network for recommendations. A warm introduction can open doors faster than cold outreach ever could.
Step 4: Ask Better Questions
Networking isn’t about impressing people with your credentials. It’s about making them feel heard and valued. Ask open-ended questions that invite meaningful conversation:
What inspired you to get involved with [cause/organization]?
What’s a project you’re really excited about right now?
What’s been the biggest challenge in your work lately?
When you show genuine interest in others, they’re more likely to take an interest in you.
Step 5: Follow Up Like a Pro
The magic of networking doesn’t happen in the room; it happens after you leave. Following up is where connections turn into opportunities.
Send a thoughtful email within 48 hours. Reference something specific from your conversation to show you were paying attention.
If appropriate, offer something of value—like an introduction, a resource, or an article related to their interests.
Don’t let the connection fizzle. Schedule a coffee, Zoom call, or another touchpoint to keep the relationship growing.
Need more inspiration? Check out my blog post on the art of the follow-up.
Step 6: Keep Your Network Warm
Networking isn’t a one-and-done activity. Stay connected with your contacts by checking in periodically, sharing updates about your work, or congratulating them on their achievements.
Pro tip: A personal touch goes a long way. Handwritten notes, small thank-you gifts, or even a quick text can make people feel appreciated and valued.
Why It Matters
At its core, networking isn’t about collecting business cards or LinkedIn connections. It’s about building relationships rooted in trust, mutual respect, and shared values. When you network with authenticity and intention, you’re not just opening doors—you’re creating partnerships that can transform your mission.
Your Turn
The next time you’re heading into a networking opportunity, shift your mindset from “What can I get out of this?” to “Who can I connect with and how can I support them?” You might be surprised at how much comes back your way.
Let me know how your next networking adventure goes. I’m cheering you on (and happy to connect, too)!
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