How To Network With Prospective Clients and Referral Partners (For More Business)
- Sean G. McCormick
- Apr 16
- 4 min read
Updated: May 22
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You land a meeting with prospective clients, other professionals, or referral sources...and then what?
You talk about your coaching style?
Your pricing?
Your background?
Yawn🥱
That’s the fastest way to lose their attention and their trust.
In this post, you'll learn how to ask the right questions and have conversations that build connection, uncover valuable pain points, and set you up for business growth without sounding like a walking brochure.
Let's get into it👇
Why Is It Important To Ask The Right Questions When Networking?
Great coaches know how to ask questions that reveal what's really going on beneath the surface.
When you conduct an effective discovery call or have a meaningful conversation with another professional, you gain insights that can:
Shape your content
Improve your messaging
Sharpen your services
You also avoid becoming the EF coach version of a pushy car salesman.
When you dig into someone’s emotional, historical, and financial pain points, people start to lean in and trust you.
You’re no longer selling.
You’re co-creating and solving together.
Common Mistakes Coaches Make When Networking
Mistake 1: Jumping into pitch mode too soon
Many coaches lead with “Here’s what I do!” instead of:
“Tell me about what your client's struggle with.”
The first statement might feel safe, but it makes the other person tune out.
No one wants to be pitched in the first five minutes of a conversation.
Mistake 2: Staying on the surface
You're talking to a parent in the community, and they learn about what you do. The parent then says:
“Wow! My son is always missing assignments.”
Your response: Here is exactly what you can do...
That's a missed opportunity.
The pain under the pain is where the good stuff lives, like how it’s affecting the parents’ marriage, work, or mental health.
I'll show you how to dig into that and open the door for real connection down below.
Mistake 3: Avoiding hard questions
Asking about financial or emotional stakes can feel awkward, especially for newer coaches.
But without going there, you’re missing the urgency that drives people actually to commit and invest in change. Everybody wants to be seen for their struggles, but you need a process for getting there.
5 Steps To Follow When Structuring A Networking Call
Step 1: Start with surface-level frustration
Lead with a relatable example or question that gets them talking. For example,
“I work with a lot of students who keep missing assignments, and their parents are at the end of their rope. Does that sound familiar?”
This creates instant connection and shows you understand their world.
Don’t overthink it. Lead with what you hear all the time.
For more questions to ask, check out my article: 10 questions you can ask other professionals when building your network as an executive function coach.
Step 2: Use Level 1 inquiry questions
Ask open-ended questions like
“Tell me more.”
“Why has this been a challenge?”
“Can you share an example?”
Stay curious. Let them talk.
These light-touch questions keep the conversation flowing without making them feel interrogated.
You’ll often uncover gold just by staying silent a few seconds longer.
Step 3: Explore historical pain
Find out what they’ve already tried. Ask,
“What have you done in the past to support them?”
“Why do you think those things didn’t work?”
This shows you’re invested in their journey, not just their wallet.
Understanding what hasn’t worked helps you avoid giving repeat advice.
It also shows the person that you’re not here to slap on a generic solution.
Step 4: Uncover the financial or personal impact
Shift into the life cost of the problem. Try asking,
“If this issue were resolved, what would it mean for your family’s stress level? For your child’s future?”
When people can see how much a problem is costing them (in terms of time, money, and energy), they’re more likely to act.
Don’t skip this step just because it feels uncomfortable.
Step 5: Tap into personal urgency
Bring it home by asking,
“How high of a priority is it to solve this?”
“Why so high?”
These questions help you understand their emotional investment and whether they’re ready to act.
This is where they reveal what’s truly motivating them.
Listen closely, because this is the core of your follow-up messaging and proposal.
The Bottom Line
Once you understand their story, their pain, and what’s at stake, everything else becomes easier.
Here’s your cheat sheet for networking conversations:
Start with surface pain
Ask open-ended Level 1 questions
Dig into their history with the problem
Explore the financial and personal toll
Use what you learn to guide your content and messaging
Hope this helps! 🤙🏻
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About Me
Hey! I'm Sean 👋
I'm a former public school special education teacher who realized that executive function skills are more important than knowing when George Washington crossed the Potomac.
Since then, I've made it my mission to teach anyone who will listen about how to develop these key life skills.
In 2020, I founded Executive Function Specialists to ensure all students with ADHD and Autism have access to high-quality online executive function coaching services. We offer online EF coaching and courses to help students and families.
Realizing I could only reach so many people through coaching, in 2021 I started the Executive Function Coaching Academy which trains schools, educators, and individuals to learn the key strategies to improve executive function skills for students.
In 2023, I co-founded of UpSkill Specialists, to provide neurodivergent adults with high-quality executive function coaching services.
When not pursuing my passions through work, I love spending time with my family, getting exercise, and expanding my brain through reading. You can connect with me on LinkedIn.