Networking is extremely important not only for marketing but in other areas of business development. Back in 2007, when we were moving our gym, I had a very specific flooring in mind for the new place. From previous experience, I knew that a solid black rubber floor was not the best option. Sure, the one we had was thick and extremely durable (you could drop heavy weights on it and it wouldn’t budge), but every little bit of dirt showed. It required constant cleaning.

In the new facility, I wanted a floor that was just as durable but would hide dirt better. In particular, I was looking for a dark brown, speckled or marbled floor with some decent thickness—at least 3/8- or 1/2-inch. For some reason, we were having a hard time sourcing it. The contractor called me one Friday afternoon and said we were running out of time and needed to make a decision. I told him to give me the weekend to think about it.

That weekend, I attended a conference. During a break, a colleague I hadn’t seen in years approached me. We started chatting. He asked how things were going, and I mentioned that we were working on the new facility. Since the floor issue was on my mind, I brought it up in conversation. Without hesitation, he pulled out his phone and said, “Let me see if I can help. My brother owns a flooring company.”

Sure enough, he got his brother on the phone and handed it over to me. I explained what I was looking for, and his brother said he’d look into it. And look into it he did! That Monday, a courier arrived with several samples—two of them were perfect. I had the choice between a speckled and a marbled option. I went with the marbled floor, and the rest is history!

Networking is powerful in many ways. Whether you’re looking for new clients or searching for a specific type of floor, ask and you shall receive.