Transform Your Heating Business With Networks

If you feel like running your heating business is a constant grind of doing jobs, finding jobs, invoicing jobs – the problem might not be with what you’re doing. Rather, it’s what you’re not doing. 

Networking is one of those things that everyone thinks they hate doing…but why? And what makes networking a good idea for heating & plumbing business owners?

In this blog, we’ll cover some of the basics of networking and how you can use it to grow your business and make life easier in the long-run. 

For some expert advice, we brought in Michele Ibbs, a seasoned networker and founder of I’m Your P.A.

Networking misconceptions: What exactly is networking?

Everyone has an idea of what networking is, but actually putting a definition to it isn’t so easy. There’s also a few misconceptions which give networking a bit of an (undeserved) bad rep.

Misconception #1: It’s difficult to get started

If suits, ties, fancy cocktail parties, and chatting to strangers isn’t your cup of tea, you wouldn’t be alone. But that’s not what all networking needs to be like. 

“You don’t actually need a networking group. The first network I ever came across, and I realise it now, was the local pub”, says Michele. Simply chatting to fellow tradespeople who can connect you with customers is an effective and informal way of networking.

Misconception #2: Networking doesn’t work for trades business

“Networking will work for every single business, but it doesn’t work for everyone”.

Granted, networking can require some hard work and patience, but it could end up being one of your greatest sources of income.

Misconception #3: Networking isn’t providing me any results

Networking is a long-term strategy. You probably won’t notice any results for a few weeks or even months, but it builds up like a snowball. 

In fact, one of Michele’s most successful introductions still gives her business referrals more than 6 years later.

Why network?

Put simply, networking is a great way of getting your name out there. So many heating businesses rely on word of mouth referrals and recommendations to sustain their income.

In a way, your regular day-to-day jobs are a form of networking – it just isn’t always thought of that way.

“Gas engineers and other trades people do so well through networking because everyone starts to refer them,” explains Michele.

Actively pursuing networking will help you generate a free source of jobs. These referrals and recommendations then lead into repeat business and even partnerships with letting agencies, commercial clients, and lots more – all of which are extremely good for a trades business. “A lot of the property [networks] are very very good, especially for gas engineers and electricians,” says Michele.

Read more: Do you know your ideal customer?

Eventually, you’ll be able to shift your focus onto what you enjoy and love doing the most. But that’s enough of selling the dream – how can it actually be done?

The perfect pitch: how to network like a pro

A pitch is a short (typically around 60 second) introduction to your business and its services. Some networking events will be a bit more structured and give the opportunity for you to share your pitch in front of an audience. Others, such as chatting at the local pub, will just flow more naturally in conversation – but the core concept is the same. 

What should your pitch include?

You’ve got to make sure they know:

• Your name
• Where you’re from
• What service you offer
• Why it’s important
• Who you’re looking for

But don’t try to cover absolutely everything. Instead, take each of your core services and break them down into even smaller elements. “[Some people] just go on and on, but nobody’s listening. Take each one and make it into a 60 second pitch,” says Michele. 

You’re not there to sell your services, but a benefit or solution to a pain point: “People buy for pleasure or gain, so have energy and engage”. For example, instead of saying you service boilers, break it down into separate parts that each have a key advantage or solve a particular pain point that your customers have:

• You might try networking to those hit hardest by the cost of living crisis and angle your pitch around serviced boilers running cheaper.
• For homeowners with young kids or elderly parents, you could talk about serviced boilers being much safer.
• For property companies, having a single company to keep all their Gas Safety Certificates valid ticks a legal requirement of theirs and makes life much easier.

“Standing up and doing a pitch can be really terrifying… but it’s the confidence and connections that it brings you,” says Michele. This will carry across to many other aspects of your business and is a great skill to have under your belt.

Top 3 networking tips:

#1 – Networking is about making connections, not finding jobs

“One of the things we do come across is people think ‘because it’s a business network, I’m here to sell to you’. That doesn’t work”. The goal of networking is to find, create, and nurture relationships with anyone who could benefit your business in one way or another. 

#2 – It requires a little bit of effort to reap the rewards

Networking will start with a pitch – formal or informal. But after that, it’s important to put a little effort into it: “It’s network, not net-sit or net-chat”, Michele jokes. This means you need to follow up on any connections you make. Little will come from a simple introduction. 

Typically, this means sitting down and having one-to-one conversations. You can prepare for these by looking at their LinkedIn and website to find out their interests, goals, achievements. These are all things you can bond over and create engagement. “Now they’re interested in each other. Now it can start to develop – it’s a bit like a marriage!”

The results of networking

Networking by nature has long-term benefits. The most important thing is to make sure you’re tracking where your jobs come from. This is the only way you’ll know just how much money your networking efforts are earning you. 

But with lots more jobs landing on your plate, you’ll need a way to manage them effectively. Made specifically for heating and plumbing businesses, Gas Engineer Software is an all-in-one software system for scheduling, customer management, paperwork, and lots more. Click here to learn more about how it works or jump straight into a free trial today.