Expert Advice On Business Networking And Tips On Developing Your Networking Skills

How To Connect Like Frank Sinatra At Networking Events

Frank Sinatra was one of those influential guys that no one thought would become successful growing up, he’s known for the quote “massive success is the best revenge” so obviously he had a lot of people that put him down and didn’t believe he would make it, he showed them wrong and did it anyway.

People called him lucky, but some would say the harder he worked, the luckier he got.

What if you applied this to your business, prepare with your skills and talents for the time when you meet someone who may lead to a great new referral partner or big client.

“Luck is only important insofar as getting the chance to sell yourself at the right moment. After that, you’ve got to have talent and know how to use it” — Frank Sinatra

What I’d like to help you with here is to help you prepare in advance for a networking event with a few strategies that with allow you to have people compelled to think of referrals to sent your way soon after you meet them.

What if you could attend less local networking events but make better, stronger connections that lead to referral partners and clients at the few you do attend?

You can. I’ll show you how.

First, create an ideal customer profile. Think of the ideal client, not the big ones that come once a year, but they put the odds in your favor with a great typical client for you. Write down what is the #1 problem or challenge they deal with in their life that your business, product or service can solve.

Next, find events where your ideal client may attend and go.

Be prepared, know the common problem your client may have and how you can solve it because you will use this when you introduce yourself so prepare in advance.

Go with an objective of connecting with people and finding how you can help them first, givers gain.

Ask people, “what do you do”. When they ask them in return, you can simply say and you fill in the blanks…

Would you agree that there are a lot of [target customer] that struggle with [problem]?

pause and wait for a response….they may say, “yeah, I have a friend that deals with that”

You can reply with, “well I help those people [solve that problem] while at the same time [added benefit]

As an example, if you sell homes you could say, “I’m a realtor” but they’ve already heard that.

A better response would be, “would you agree, there are a lot of growing families that are living in apartments but not sure if they can afford to buy a house, but would like to if they could?”

“yeah, I have a friend who was just telling me she’d like to be able to buy a house at a BBQ last weekend…”

“Well, what I do is help those families to find a house where they can actually pay LESS per month that what they pay for in an apartment, and we are able to get them shockingly low rates right now”

Be careful, they may just say, “Really? I would like to look into it if the rates really are that good right now…” and you may end up with a client.

I’ll caution you to not hard sell right here. Mention what you do very clear and who you help…then casually turn the conversation back to them and see if you can help them in some way…client or not.

I learned from a best selling author it pays way more to be a go-giver, because when you invest into people first that builds trust. And you can only get a new client if they trust you first.
Jeremy C. Jones, Military veteran, family man, entrepreneur. Has a passion for coaching people to find their greatness, achieve more personal and financial freedom, and he strives to make a positive impact on other people every day. He can be reached at or via his website at

-Share your thoughts & feedback on the ideas above in the comments below.

  • I’m honored to be featured here, thanks Josh.  I’m glad to be able to share here after learning so much here myself.

  • Great article.  I like the statement that you can only get a new client if they trust you first.  My father-in-law is a salesman with about 40 years experience and he made a comment very similar to that.

  •  Jeremy, I’m honored to have you sharing your ideas here with our audience. I hope you’ll do so often 🙂

  • Thanks Josh, glad it was helpful for you.

  • Thanks.  I’d like to, and appreciate it.

  • Rob Brown

    Great post, Jeremy – anyone who networks should take this approach to heart and use it!

  • Josh, I see you have this connected to your facebook profile. Looks like we have a few common friends. You know Robert Patrick? We grew up together as good friends.

  • Jeremy, I love seeing that networking / connecting happening right here. Never ceases to amaze me what a small world it can be at times. Hope you’re having a great weekend! 🙂

  • for sure. Happy Holidays Josh.

  • Happy holidays & merry Christmas to you too buddy! 🙂