One of the most powerful yet often overlooked skills in networking is the ability to listen actively. Too often, people approach networking with a focus on what they want to achieve—whether it’s securing new clients, making sales, or gaining referrals. However, the most effective networkers understand that true connections are built by first understanding others’ needs and challenges before sharing their own goals. Active listening is the key to fostering meaningful relationships, building trust, and uncovering opportunities that may not be immediately obvious.

Active listening goes beyond simply hearing what someone is saying; it requires being fully present in the conversation, engaging with genuine curiosity, and demonstrating that you value what the other person has to share. This means maintaining eye contact, nodding in acknowledgment, and providing thoughtful responses that encourage the speaker to elaborate. It also involves resisting the urge to interrupt or shift the focus too quickly onto yourself. Instead of waiting for your turn to speak, truly absorb what the other person is saying and seek to understand their experiences, challenges, and goals.

By prioritizing listening, you create an environment where others feel heard and respected. People naturally gravitate toward those who make them feel valued, and this opens the door for deeper, more authentic relationships. When someone shares a challenge they’re facing in their business or career, responding with empathy and asking insightful follow-up questions shows that you are invested in their success. For example, instead of immediately offering a solution or pitching your services, you might say, “That sounds like a difficult challenge. How have you been approaching it so far?” This keeps the conversation centered on their experience and allows them to reflect more deeply on their situation.

Understanding others’ needs before sharing your own goals is also a strategic approach to networking. By gaining insight into what someone is struggling with or looking for, you can tailor your response in a way that naturally aligns with their interests. Rather than delivering a generic elevator pitch, you can frame your expertise or services in a way that directly addresses their pain points. This makes your contributions more relevant and positions you as someone who genuinely wants to help, rather than someone who is just looking to make a transaction.

Moreover, active listening helps you become a better connector. When you truly understand the people in your network, you can facilitate valuable introductions and collaborations that benefit both parties. Perhaps the person you’re speaking with is looking for a marketing expert, and you happen to know someone who fits the bill perfectly. By making thoughtful connections, you not only strengthen your own relationships but also reinforce your reputation as someone who brings value to others.

Ultimately, networking isn’t about talking the most—it’s about making the most meaningful connections. And those connections start with listening. By putting others first, understanding their needs, and responding with thoughtfulness and intention, you set the foundation for relationships that go beyond a simple exchange of business cards. When you listen actively, the opportunities will come naturally—because people remember and appreciate those who take the time to truly understand them.

Let’s Keep Talking:

Jenny is a business insurance broker with Waypoint Insurance.

She is also a business development consultant with Impresario Partners, helping Canadian Business expand overseas.

She can be reached at 604-317-6755 or jhansen@waypoint.ca. Connect with Jenny on LinkedIn at https://www.linkedin.com/in/jenny-holly-hansen-365b691b/.  Connect with Jenny at BlueSky: https://bsky.app/profile/jennyhollyhansen.bsky.social

Let’s Meet Up:

Jenny Holly Hansen is a cohost with Chris Sturges of the Langley Impact Networking Group. You are welcome to join us on Thursday’s from 4pm to 6pm at: Sidebar Bar and Grill: 100b - 20018 83A Avenue, Langley, BC V2Y 3R4

Tags:  #Jenny Holly Hansen #Netowrking #Active Listening #Building Trust #Uncovering Opportunities

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