Disclaimer: SiteKiln gives you plain-English information, not business advice. What works in one area or trade won't be identical in another - adapt to what suits you.
# 13.9 - Networking for People Who Hate Networking
You already "do networking" every time you have a brew with another trade on site. This is just about doing a bit more of what already works.
Why bother at all?
Most small-business customers still come through people they know and trust, not cold ads. People are several times more likely to hire when they've been referred by someone they trust - and those customers tend to stick around longer and spend more.
For a trade, that means neighbours, other trades, merchants, local business owners and community contacts are often worth more than any single advert. The more people who know what you do and trust you, the more your name gets passed around when someone says "Know a decent [trade]?"
You're not trying to work a room in a suit. You're trying to have more of the right conversations with the right people.
Where networking actually happens for trades
Plenty of options that aren't just the pub.
Trade associations
FMB, NICEIC, NAPIT, SELECT, SNIPEF and similar run regional events, toolbox talks and networking evenings - for members and often non-members too. These are full of builders, sparks, plumbers, surveyors and consultants who regularly recommend trades.
Builders' merchants
Merchants run trade mornings, supplier days and "trade breakfasts" with reps and demos. You'll bump into other trades, small builders and sometimes reps who can put work your way.
Local networking groups
BNI-type referral groups meet weekly and are built around passing each other work. There are also looser local business breakfasts, chambers of commerce and construction-specific meet-ups.
Online spaces
Facebook groups (local community and trade groups), UK business forums and trade threads are where people ask for recommendations and swap contacts. Don't try to sell in these groups - just be helpful and people notice.
Don't try to do everything. Pick one or two that suit your area and personality.
BNI and formal referral groups - worth it?
BNI and similar groups are structured networking clubs: one seat per trade, weekly early-morning meetings, everyone expected to pass referrals.
Pros for trades:
- Built for local, referral-driven businesses - trades, solicitors, mortgage brokers, etc.
- Members often report decent chunks of their work coming via the group once it beds in, because everyone is actively looking for referral opportunities.
Cons:
- Weekly meetings, early mornings - you must commit.
- Fees on top of your time.
- It works if you treat it seriously and give referrals back. If you just turn up and expect work, you'll be disappointed.
If you like structure and accountability, a good chapter can be worth it. If you hate early mornings and commitments, you're better off focusing on merchants, other trades and local events.
Networking for work vs networking for referrals
Two slightly different games.
Direct work
You meet a landlord, business owner or homeowner who needs a job doing. You quote and get the job yourself.
Referral network
You build relationships with people who regularly hear the words "Know a good [trade]?" - other trades, designers, landlords, letting agents, property managers, accountants, etc. They feed you a drip of work over years.
For trades, the second is usually more powerful:
- A good builder who likes you can send you 10 jobs a year.
- A decent letting agent or landlord can keep you busy with repairs and refurbs.
- A plumber and electrician who trust each other will quietly keep each other's diaries full.
You're not only chasing "I've got a job for you now." You're looking for "I might have jobs for you every month."
Building a referral network of other trades
Start with the trades who are on the same jobs as you or do complementary work:
- Plumber ↔ electrician ↔ tiler ↔ kitchen fitter
- Builder ↔ roofer ↔ groundworker ↔ decorator
- Landscaper ↔ fencing ↔ driveways ↔ tree surgeon
On site
Make life easy for others: turn up, be safe, keep your area tidy, don't block everyone in. Have a brew and actually talk: "What sort of jobs do you mostly do? Where do you work? Busy at the moment?"
Swap details
"I'm always looking for a reliable [spark/plumber/etc.] to recommend to customers - mind if I grab your number?"
Text them after: "Good working with you today. If you ever need a [your trade], give me a shout."
Make the first move
Next time a customer asks "Do you know someone who can do X?", pass them your contact's name and number. Then let the trade know: "I've given your details to Mrs Smith on Acacia Avenue for her boiler."
Over time, you end up with a mini-squad of trades who see you as "their [trade]" when work pops up.
What to say when someone asks "What do you do?"
You don't need a cheesy pitch. Just a clear, simple answer that tells them what you are, where you work, and what kind of jobs you're best at.
Template:
"I'm a [trade], mainly doing [type of work] around [areas]. I spend most of my time on [2-3 job types]."
Examples:
"I'm a domestic electrician - mostly rewires, fuseboard upgrades and fault-finding around North Herefordshire and South Shropshire."
"I'm a small builder - we do extensions and big refurbs in and around [towns]."
"I'm a landscaper - patios, driveways and garden makeovers locally."
If it feels right, add:
"Most of our work is word-of-mouth but we're always happy to take on new clients."
Short, honest, not salesy.
Following up without being weird
The value isn't in the first chat - it's what you do after.
Same day or next day
"Nice to meet you at [event/merchant] this morning. If you ever need a [trade], here's my number. Happy to recommend [your trade] too when customers ask."
Connect online
Add them on LinkedIn or follow their business page on Facebook/Instagram. Like or comment on the odd post so your name doesn't vanish.
Light touch check-ins
If you see them posting "we're slammed, need a [trade]", offer to help if it fits. If you get a job through them, send a quick "thanks again for passing that on" after.
You're just staying on the radar, not pestering.
The long game
Networking isn't "go to one breakfast, get five jobs." It compounds.
Research on small businesses shows a big majority of customers ultimately come through people they know - direct or via second-degree connections. People are roughly four times more likely to hire when they're referred by a friend, and they're more valuable over time.
In trades, people remember:
- The one who turned up when they said.
- The one who didn't leave them in a mess.
- The one who fixed a snag without attitude.
You don't have to be the most charming person in the room. You just have to be the one other people feel safe putting their name to.
You're already networking
Any of these ring a bell?
- Brew with the lads on a shared job.
- Chat with the counter staff at the merchants.
- Quick natter with a neighbour who stops to ask what you're doing.
- Chat with the Gas Safe inspector, building control, or the rep on a trade morning.
That's networking. You're already doing it. The only shift is:
- Being a bit more deliberate about who you keep in touch with.
- Making it easy for them to remember what you do and where you work.
- Actually telling people: "If you know anyone who needs a [trade], feel free to pass my number on."
You don't need to turn into a smooth talker. You just need to be the reliable person whose name pops into people's heads when they hear "Know a good [trade]?"
Quick rule of thumb
Be reliable. Be tidy. Swap numbers. Follow up. Recommend others and they'll recommend you. That's networking - no suits, no cheese, no cringe.
What to do next
- Save the numbers of the last 3 trades you worked alongside and send them a quick text
- Check if your local FMB, NICEIC or trade association runs any events near you
- Ask at your merchants if they do trade mornings or supplier days
- Read 13.1 for building referrals into every job
- Read 13.7 for approaching architects and designers
- Read 13.10 for knowing when to say no - because good networking means only taking on jobs you can deliver well
Sources
- BNI, member impact reports, 2024
- Wharton School of Business / Nielsen, trust and referral purchasing research
- FMB, member networking and events programme, 2025
- BrightLocal, Local Consumer Review Survey, 2024
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